Management of a Sales Force
Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.
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Introduction to Sales Force Management Plan of This Book
Leadership and Supervision of a Sales
The Professional Salesperson
56 other sections not shown
activities agers Andy Cohen applicants asked behavior buyer buying center Centralized training Chapter company's compensation plan competitive contest costs cruits customers develop distributors earnings effective effort employees evaluation example expense account factors Figure firm firm's goals hiring home office important incentive Independent Sales Organizations industry interview managerial manufacturers Marketing Management ment method morale motivation needs objectives offer operations organizational pany percent performance Personal Selling policies problems promotion prospective qualifications questions quota recruiting relationship relationship marketing rep's responsible rewards salary Sales & Marketing sales executives Sales Force Compensation sales force management sales job sales manager sales organization sales representatives sales reps sales training program sales volume salespeople salesperson selection selling techniques skills sources specific staff straight commission strategy structure success supervision team selling telemarketing territory tests tion Xerox