Sales Management: Pearson New International Edition

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By Tanner Jeff, Honeycutt Earl D., Erffmeyer Robert ..

Publisher: Pearson Education Limited, 2013

ISBN: 9781292036625

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Book Description
Book - Table of Content

For courses in sales management.

Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today’s hyper-competitive, global economy—by integrating current technology, research, and strategic thinking activities.

Cover

Table of Contents

1. Introduction to Sales Management

2. The Sales Function and Multi-Sales Channels

3. Leadership and the Sales Executive

4. Ethics, the Law, and Sales Leadership

5. Business-to-Business (B2B) Sales and Customer Relationship Management

6. Leveraging Information Technologies

7. Designing and Organizing the Sales Force

8. Recruiting and Selecting the Right Salespeople

9. Training and Developing the Sales Force

10. Supervising, Managing, and Leading Salespeople Individually and In Teams

11. Setting Goals and Managing the Sales Force’s Performance

12. Motivating and Rewarding Salespeople

13. Turning Customer Information into Sales Knowledge

14. Assessing the Performance of the Sales Force and the People Who Comprise It

15. Internal and External Cultural Forces That Affect a Firm’s Sales Performance

16. The Plantation: Planning, Setting Goals, and Team Selling

17. TIP Financial Services Corporation: Managing a Field Sales Force

18. Wellco Distributors: Considering a Diversity Program

19. Pacific Medical Supply Company: Hiring, Motivating, and Retaining Good Salespeople

20. Southeastern Sales Associations: Evaluating and Coaching Salespeople to Improve Their Performanc

21. Afgar Corporation: Managing Multi-channel Sales

22. Freedom Telecom: Setting New Sales Goals to Turn the Sales Force Around

23. The Sarasota Journal: Inevitable Chance and the Restructuring of the Sales Force

24. Concord and Associates: Evaluating a Sales Territory

25. Cannon Associates: Achieving Internal Alignment among Your Old and New Sales Force

Index

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		Sales Management: Pearson New... <b>For courses in sales management.<br/><b... \|			INR 2,672.75



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