Title:
Sales management
Author:
Calvin, Robert J.
ISBN:
9780071364348
9780071435352
Personal Author:
Publication Information:
New York : McGraw-Hill, ©2001.
Physical Description:
v, 253 pages : illustrations ; 24 cm.
Series:
The McGraw-Hill executive MBA series
McGraw-Hill executive MBA series.
General Note:
Includes index.
Contents:
People, process, technology, and performance -- Hiring the best, terminating the rest -- Training for results -- Sales force compensation -- Sales force organization and architecture -- Sales forecasting and sales planning -- Motivating salespeople -- Performance evaluations -- Sales force automation / Robert Calvin.
Abstract:
"Sales Management details the strategy, tactics, qualitative and quantitative knowledge, and hands-on instruction found in today's finest business schools and executive education seminars, then outlines a step-by-step model for constructing and maintaining a superior sales organization. Sales managers, sales force team leaders, marketing executives, and other professionals can use its proven formulas for success, case studies, exercises, charts, checklists, and quizzes."--Jacket.
Electronic Access:
Table of contents http://catdir.loc.gov/catdir/toc/mh021/00046462.htmlContributor biographical information http://catdir.loc.gov/catdir/bios/mh041/00046462.html
Publisher description http://catdir.loc.gov/catdir/description/mh021/00046462.html