Sales management demystified : a self-teaching guide - Calvin, Robert J. (New York : McGraw-Hill, 2007)
1-Creating the sales force: 1. People, process, technology, performance -- 2-Hiring the best, terminating the rest: 2. Job description, candidate profile and sourcing -- 3. Screening and selecting -- Training for results: 4. Product, competitor and customer knowledge -- 5. Selling skills -- 6. Field coaching and sales meetings -- 4-Sales force compensation: 7. Total sales force compensation; The Mix Between fixed and performance pay -- 8. Salary, commission and bonus plans. reimbursed expenses -- 5-Sales force organization: 9. Channel choice and architecture -- 10. Sizing and deployment -- Time and territory management -- 6-Goal setting: 11. Sales forecasting and sales planning -- 7-Motivating sales people: 12. Recognition, feeling important, challenge and achievement, freedom and authority -- 13. Personal growth, esteem, belonging, leadership, sales contests -- 8-Performance management: 14. Performance evaluations -- Final thoughts
Includes index
Keywords: Sales management