Sales Management
A multinational perspective
- Textbook
Sales Management
A multinational perspective
- Textbook
₹6522.00
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Description
Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.
Table of Contents
Sales Management in the 21st Century
PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE
Managing Change in the Sales Force
Integrating Sales and Marketing
Designing and Implementing a Key Account Management Strategy
Delegation of Pricing Authority to Sales People
Customer Relationship Management System Implementation in Sales Organizations
Ethics in Personal Selling & Sales Management
PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE
Sales Planning and Forecasting
Sales Force Organization and Territory Design
Sizing the Sales Force
International Selling
PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES
Sales Force Recruitment and Selection
Sales Force Training
PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS
Team Leadership and Coaching
Sales Control Systems
Sales Force Motivation
Sales force Compensation
PART FIVE: SALES PEOPLE'S RESPONSES
Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours
PART SIX: EVALUATION OF THE SALES FORCE
Sales Force Performance and Evaluation.
PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE
Managing Change in the Sales Force
Integrating Sales and Marketing
Designing and Implementing a Key Account Management Strategy
Delegation of Pricing Authority to Sales People
Customer Relationship Management System Implementation in Sales Organizations
Ethics in Personal Selling & Sales Management
PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE
Sales Planning and Forecasting
Sales Force Organization and Territory Design
Sizing the Sales Force
International Selling
PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES
Sales Force Recruitment and Selection
Sales Force Training
PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS
Team Leadership and Coaching
Sales Control Systems
Sales Force Motivation
Sales force Compensation
PART FIVE: SALES PEOPLE'S RESPONSES
Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours
PART SIX: EVALUATION OF THE SALES FORCE
Sales Force Performance and Evaluation.
Product details
| Published | 16 Sep 2017 |
|---|---|
| Format | Ebook (PDF) |
| Edition | 1st |
| Extent | 448 |
| ISBN | 9781137285744 |
| Imprint | Red Globe Press |
| Publisher | Bloomsbury Publishing |
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