Sales Management Simulation Participant's Manual Fourth Edition
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- Wiley
More About This Title Sales Management Simulation Participant's Manual Fourth Edition
English
Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.
English
SALES MANAGEMENT FUNCTIONS AND STRATEGIES.
Strategic Planning and Budgeting.
DEVELOPING THE SELLING FUNCTION.
Personal Selling.
Account Relationship Management.
Territory Management.
Sales Ethics.
SALES GOALS AND STRUCTURE.
Estimating Potentials and Forecasting Sales.
Organization.
BUILDING A SALES PROGRAM.
Recruiting and Selecting Personnel.
Sales Training.
Territory Design.
LEADING AND MOTIVATING THE SALES FORCE.
Leadership.
Motivating Salespeople.
Compensating Salespeople.
Evaluating Sales Force Performance.
Evaluating and Controlling Salespeople.
Appendices.
Indexes.
