Sales Management: Analysis and Decision Making

By:

Ingram, Thomas N

Contributor(s):

Material type: Text

TextPublication details: Routledge 2015 LondonEdition: 9th edDescription: 378pISBN:

9780765644510

Subject(s):

Sales Management

DDC classification:

658.81 ING

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Holdings
Item type	Current library	Item location	Collection	Call number	Status	Date due	Barcode	Item holds
Book	NIMA Knowledge Centre	6th Floor Reading Zone	General	658.81 ING (Browse shelf(Opens below))	Available		M0031441

Total holds: 0

1. Changing World of Sales Management

Part I: Describing the Personal Selling Function
2. Overview of Personal Selling

Part II: Defining the Strategic Role of the Sales Function
3. Organizational Strategies and the Sales Function
4. Sales Organization Structure and Salesforce Deployment
Appendix 4. Developing Forecasts

Part III: Developing the Salesforce
5. Acquiring Sales Talent: Recruitment and Selection
6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce
7. Sales Leadership, Management, and Supervision
8. Motivation and Reward System Management

Part V: Determining Salesforce Effectiveness and Performance
9. Evaluating the Effectiveness of the Organization
10. Evaluating the Performance of Salespeople

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