Sales Management / Edition 8

Sales Management / Edition 8

ISBN-10:
047123060X
ISBN-13:
9780471230601
Pub. Date:
11/26/2003
Publisher:
Wiley

Hardcover

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Overview

Sales Management / Edition 8

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Product Details

ISBN-13: 9780471230601
Publisher: Wiley
Publication date: 11/26/2003
Edition description: Older Edition
Pages: 624
Product dimensions: 7.99(w) x 10.39(h) x 1.14(d)

Table of Contents

1. Introduction to Selling and Sales Management.

2. Strategic and Sales Program Planning.

Sales Management Resource: Estimating Potential and Forecasting Sales.

Management Resource: Sales Force Investment and Budgeting.

3. Sales Opportunity Management.

4. Account Relationship Management.

5. Customer Interaction Management.

6. Sales Force Organization.

Management Resource: Territory Design.

7. Recruiting and Selecting Sales Personnel.

8. Sales Training.

9. Leadership

10. Ethical Leadership.

11. Motivating Salespeople.

12. Compensating Salespeople.

13. Evaluating Performance.

References.

Credits.

Key Term and Subject Index.

Author Index.

Company Index.

Case Index.

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