Sales management : concepts and cases
| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Hoboken, NJ :
John Wiley and Sons ,
c2010
|
| Edition: | 10th ed |
| Subjects: |
Table of Contents:
- 1. Introduction to sales management
- 2. Sales force's strategic role
- 3. Territory management
- 4. Account management
- 5. The sales presentation
- 6. Sales force structure
- 7. Salesperson recruiting and selection
- 8. Sales force development
- 9. Leading a sales force
- 10. Ethics in sales management
- 11. Sales force motivation
- 12. Compensating the sales force
- 13. Salesperson performance evaluation