Sales Management: Concepts and Cases, 6th Edition
Rights Contact Login For More Details
- Wiley
More About This Title Sales Management: Concepts and Cases, 6th Edition
English
Through five editions, this book has provided readers with a comprehensive, practical approach to sales management. Now the sixth edition continues that tradition with four new chapters on the sales function and coverage of the latest trends such as relationship marketing, team development and TQM.
English
SALES MANAGEMENT FUNCTIONS AND STRATEGIES.
Introduction to Selling and Sales Management.
Strategic Planning and Budgeting.
DEVELOPING THE SELLING FUNCTION.
Personal Selling.
Account Relationship Management.
Territory Management.
Sale 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 Performance.
Appendices.
Indexes.
