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Management of a sales force

Author: Stanton, William J. ; Buskirk, Richard H. ; Spiro, Rosann L.Publisher: Irwin, 1991.Edition: 8th ed.Language: EnglishDescription: 683 p. : Graphs ; 24 cm.ISBN: 025607996XType 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 .S73 1991
(Browse shelf)
001209547
Available 001209547
Total holds: 0

Includes bibliographical references and index

Digitized

Management of a Sales Forces Contents in Brief Part 1 Introduction to Sales Force Management 1 1 The Field of Sales Force Management 4 2 Strategic Sales Force Management 30 Part 2 Organizing, Staffing, and Training a Sales Force 55 3 Sales Force Organization 56 4 Determining the Kind of Sales People Wanted 96 5 Recruiting Applicants 130 6 Processing Applicants 156 7 Hiring and Assimilating New Sales People 194 8 Developing and Conducting a Sales Training Program 220 Part 3 Directing Sales Force Operations 253 9 Motivating a Sales Force 254 10 Introduction to Sales Force Compensation 286 11 Methods of Compensating a Sales Force 306 12 Sales Force Expenses and Transportation 342 13 Leadership and Supervision of a Sales Force 368 14 Sales Force Morale 396 Part 4 Sales Planning 423 15 Forecasting Market Demand 424 16 Sales Department Budgeting 464 17 Sales Territories: Design and Coverage 478 18 Sales Quotas 510 Part 5 Evaluating Sales Performance 533 19 Analysis of Sales Volume 534 20 Marketing Cost and Profitability Analysis 558 21 Evaluating an Individual's Sales Performance 590 22 Ethical and Legal Responsibilities of Sales Managers 618 Appendix A The Personal Selling Process 640 Appendix B Careers in Sales Management 659 Index 673

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