Management of a Sales Force
International Edition
(Sprache: Englisch)
Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all...
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Klappentext zu „Management of a Sales Force “
Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making Management of A Sales Force, 12e, by far the most current sales management textbook on the market.
Inhaltsverzeichnis zu „Management of a Sales Force “
PART I: Introduction to Sales Force ManagementChapter 1: The Field of Sales Force Management
Chapter 2: Strategic Sales Force Management
Chapter 3: Personal Selling Process
PART II: Organizing, Staffing, and Training a Sales Force
Chapter 4: Sales Force Organization
Chapter 5: Profiling and Recruiting Salespeople
Chapter 6: Selecting and Hiring Applicants
Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program
PART III: Directing Sales Force Operations
Chapter 8: Motivating a Sales Force
Chapter 9: Sales Force Compensation
Chapter 10: Sales Force Quotas & Expenses
Chapter 11: Leadership of a Sales Force
PART IV: Sales Planning
Chapter 12: Sales Forecasting and Developing Budgets
Chapter 13: Sales Territories
PART V: Evaluating Sales Performance
Chapter 14: Analysis of Sales Volume
Chapter 15: Marketing Cost and Profitability Analysis
Chapter 16: Evaluating a Salesperson's Performance
Chapter 17: Ethical and Legal Responsibilities of Sales Managers
Appendix A:Integrative Cases
Appendix B: Careers in Sales Management
Autoren-Porträt von Rosann L. Spiro, William J Stanton, Gregory A. Rich
Professor of Marketing at the Kelley School of Business, Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, Business-to-Business Marketing, International Marketing, and Managerial Research in Marketing. After receiving her undergraduate degree in Economics and an M.B.A. in Marketing from Indiana, she joined the Shell Oil Company as a Senior Analyst/Statistician in the Economics and Planning Department. She then moved on to the more exciting area of sales: as the first woman to become a Shell Oil sales representative, she sold a wide variety of products to major industrial accounts.
Bibliographische Angaben
- Autoren: Rosann L. Spiro , William J Stanton , Gregory A. Rich
- 2007, 12tn edition, XXIII, 584 Seiten, mit Abbildungen, Maße: 20,2 x 25,5 cm, Kartoniert (TB), Englisch
- Verlag: McGraw-Hill Higher Education
- ISBN-10: 0071259449
- ISBN-13: 9780071259446
Sprache:
Englisch
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