Management of a Sales Force

By:

Spiro, Rosann L

Contributor(s):

Material type: Text

TextPublication details: McGraw-Hill Education (India) Private Limited 2018 New DelhiEdition: 12th edDescription: 584pISBN:

9789339221768

Subject(s):

Sales Management

DDC classification:

658.81 SPI

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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 SPI (Browse shelf(Opens below))	Available		M0034085

Total holds: 0

Part I. Introduction to Sales Force Management
1. The Field of Sales Force Management
2. Strategic Sales Force Management
3. The Personal Selling Process

Part II. Organizing, Staffing, and Training a Sales Force
4. Sales Force Organization
5. Profiling and Recruiting Salespeople
6. Selecting Salespeople
7. Developing, Delivering and Reinforcing a Sales Training Program

Part III. Directing Sales Force Operations
8. Motivating a Sales Force
10. Sales Force Compensation
11. Leadership and Supervision of a Sales Force

Part IV. Sales Planning
12. Forecasting Sales and Developing Budgets
13. Sales Territories

Part V. Evaluating Sales Performance
14. Analysis of Sales Volume
15. Marketing Cost and Profitability Analysis
16. Evaluating a Sales Person's Performance
17. Ethical and Legal Responsibilities of Sales Managers.

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