Sales Management: Concepts and Cases, Seventh Edition
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- Wiley
More About This Title Sales Management: Concepts and Cases, Seventh Edition
English
SALES MANAGEMENT FUNCTIONS AND STRENGTHS.
Introduction to Selling and Sales Management.
Strategic Planning and Budgeting.
DEVELOPING THE SELLING FUNCTION.
Personal Selling.
Account Relationship Management.
Territory Management.
Sales Ethics.
SALES GOALS AND STRUCTURE.
Estimating Potentials and Forecasting Sales.
Organization.
Territory Design.
BUILDING A SALES PROGRAM.
Recruiting and Selecting Personnel.
Sales Training.
LEADING AND MOTIVATING THE SALES FORCE.
Leadership.
Motivating Salespeople.
Compensating Salespeople.
Evaluating Performance.
Appendices.
References.
Credits.
Key Term and Subject Index.
Indexes.
Introduction to Selling and Sales Management.
Strategic Planning and Budgeting.
DEVELOPING THE SELLING FUNCTION.
Personal Selling.
Account Relationship Management.
Territory Management.
Sales Ethics.
SALES GOALS AND STRUCTURE.
Estimating Potentials and Forecasting Sales.
Organization.
Territory Design.
BUILDING A SALES PROGRAM.
Recruiting and Selecting Personnel.
Sales Training.
LEADING AND MOTIVATING THE SALES FORCE.
Leadership.
Motivating Salespeople.
Compensating Salespeople.
Evaluating Performance.
Appendices.
References.
Credits.
Key Term and Subject Index.
Indexes.
