×

Uh-oh, it looks like your Internet Explorer is out of date.

For a better shopping experience, please upgrade now.

Sales Management / Edition 4
     

Sales Management / Edition 4

by Thomas N. Ingram, R. LaForge, R. Avila, C. Schwepker, M. Williams
 

ISBN-10: 0030266998

ISBN-13: 9780030266997

Pub. Date: 03/09/2000

Publisher: Cengage Learning

This leading text continues to set the standard with up to the minute coverage of the trends and issues in the dynamic sales field, equipping students with a strong foundation and the innovative skills needed for 21st century selling.

Overview

This leading text continues to set the standard with up to the minute coverage of the trends and issues in the dynamic sales field, equipping students with a strong foundation and the innovative skills needed for 21st century selling.

Product Details

ISBN-13:
9780030266997
Publisher:
Cengage Learning
Publication date:
03/09/2000
Series:
Marketing Ser.
Edition description:
Older Edition
Pages:
480
Product dimensions:
8.56(w) x 10.87(h) x 0.72(d)

Table of Contents

Module One: Changing World of Sales Management. Part I. Describing the Personal Selling Function. Module Two: Overview of Personal Selling. Module Three: Personal Selling: Approaches and Process. Part II. Defining the Strategic Role of the Sales Function. Module Four: Organizational Strategies and the Sales Function. Module Five: Sales Organization Structure and Salesforce Deployment. Part III. Developing the Sales Force. Module Six: Staffing and the Salesforce: Recruitment and Selection. Module Seven: Continual Development of the Salesforce: Sales Training. Part IV. Directing the Sales Force. Module Eight: Sales Management Leadership and Supervision. Module Nine: Motivation and Reward System Management. Part V. Determining Salesforce Effectiveness and Performance. Module Ten: Evaluating the Effectiveness of the Organization. Module Eleven: Evaluating the Performance of the Salespeople.

Customer Reviews

Average Review:

Post to your social network

     

Most Helpful Customer Reviews

See all customer reviews