Sales management : concepts, practices, and cases



Digitised Book 216.73.216.10 (0)

1987

Sales management : concepts, practices, and cases

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Information About

This book captures the essence of sales management, with the integrated pedagogical format of each chapter, the diverse variety of cases, and the realism of the text material features.

Subjects

Sales management

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Additional Details

Title
Sales management : concepts, practices, and cases
Creators
  • Johnson, Eugene M.
Subject
  • Sales management
Publisher
  • McGraw-Hill, 1987
  • National Library Board Singapore, 1987
Contributors
  • Kurtz, David L.
  • Scheuing, Eberhard E. (Eberhard Eugen), 1939-
Digital Description
application/pdf, ill., charts
Table of Contents
  • Preface -- pt. I. The personal selling function. 1. The job of sales management. 2. The sales management environment. 3. Essentials of the selling function. 4. The selling process -- pt. II. Planning and organizing. 5. Sales management planning. 6. Sales forecasting. 7. Sales budgeting. 8 Organization of the sales force -- pt. III. Developing the sales force. 9. Sales personnel planning and recruiting. 10. The sales selection process. 11. Sales training and development -- pt. IV. Directing the sales force. 12. Time and territory management. 13. Sales leadership and supervision. 14 Sales incentives. 15 Sales compensation -- pt. V. Sales-force evaluation and control. 16. Developing a sales evaluation program and establishing standards. 17 Managing the evaluation program. 18. Sales and cost analysis -- pt. VI. Current issues in sales management. 19. International sales management. 20. The future of sales management. 21. Career opportunities in selling and sales management.
Edition
  • International ed.
Copyright
  • All Rights Reserved. National Library Board Singapore 2009.