Pub. Date:
Cengage Learning
Course Ilt: Sales Management

Course Ilt: Sales Management

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Course Ilt: Sales Management

Managing a sales team effectively is essential to all organizations' success.

Product Details

ISBN-13: 9780619161200
Publisher: Cengage Learning
Publication date: 11/28/2002
Pages: 116
Product dimensions: 8.76(w) x 11.14(h) x 0.36(d)

Table of Contents

Unit 1: Effective sales teams Topic A: Managing sales Topic B: Selecting sales professionals Topic C: Building relationships Topic D: Building trust in sales teams Unit 2: Effective sales performance Topic A: Training sales professionals Topic B: Sales performance Topic C: Sales meetings Unit 3: Managing sales territories Topic A: A territory strategy Topic B: Conducting territory reviews Unit 4: Forecasting sales revenue Topic A: Understanding sales forecasts Topic B: Developing forecasts Unit 5: Motivating sales teams Topic A: Motivating sales professionals Topic B: Measuring motivation levels Topic C: Improving sales performance

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