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Sales management

Author: Futrell, Charles M. Publisher: Dryden Press, 1994.Edition: 4th ed.Language: EnglishDescription: 690 p. ; 24 cm.ISBN: 0030986672Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438.4 .F87 1994
(Browse shelf)
Available 001159163
Total holds: 0

Includes bibliographical references and index


Sales Management Contents in Brief PART ONE INTRODUCTION TO SALES MANAGEMENT 1 Chapter One Chapter Two PART Two Sales Management: Its Nature, Rewards and Responsibilities Social, Ethical, and Legal Responsibilities of Sales Personnel SALES PLANNING 2 34 67 68 98 138 176 205 245 247 272 Chapter Three Chapter Four Chapter Five Chapter Six Chapter Seven PART THREE Strategic Planning and the Sales Management Process Sales Force Organization Forecasting Market Demand and Sales Budgets Design and Size of Sales Territories Sales Objectives and Quotas STAFFING THE SALES FORCE Chapter Eight Chapter Nine Chapter Ten Sales Human Resource Management: Planning for the Staffing of Successful Salespeople Sales Human Resource Management: Recruiting Successful Salespeople Sales Human Resource Management: Selection, Placement, and Socialization of Successful Salespeople TRAINING THE SALES FORCE 316 363 364 396 433 434 464 522 PART FOUR Chapter Eleven Chapter Twelve PART FIVE The Management of Sales Training and Development Contents of the Sales Training Program: Sales Knowledge and the Selling Process DIRECTING THE SALES FORCE Chapter Thirteen Motivating Salespeople Toward High Performance Chapter Fourteen Compensation for High Performance Chapter Fifteen Leadership: Productivity Through People XViii / CONTENTS IN BRIEF PART SIX SALES FORCE ANALYSIS AND EVALUATION 565 566 616 661 669 679 685 Chapter Sixteen Analysis of Sales and Marketing Costs Chapter Seventeen Evaluation of Salespeople's Performance Notes Glossary Crossword Puzzles Answer Key Index

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