Sales Management (Mcgraw-hill Executive Mba)

Sales Management (Mcgraw-hill Executive Mba)

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  • 製本 Hardcover:ハードカバー版／ページ数 253 p.
  • 言語 ENG
  • 商品コード 9780071364348
  • DDC分類 658.81

Full Description


A sales force is no better than its management - and "Sales Management" supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales and sales management and determining the best methods for organizing, deploying, and motivating today's changing sales force.

Contents

Part Iand Performance. Chapter 2. Hiring the Best, Terminating the Rest. Chapter 3. Training for Results. Chapter 4. Sales Force Compensation. Part II: Strategy and the Firm. Chapter 5. Sales Force Organization and Architecture. Chapter 6. Sales Forecasting and Sales Planning. Chapter 7. Motivating Salespeople. Part III: Perfecting the Program. Chapter 8. Performance Evaluations. Chapter 9. Sales Force Automation.NER(01): WOW