Management of A Sales Force, Australian Edition
1st Edition
0074704877
·
9780074704875
© 1998 | Published: October 7, 1998
Management of a Sales Force takes a practical approach to sales management. Concepts are clearly explained in an accessible style to assist student understanding. This text is the ideal learning tool for both vocational and university courses where…
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Contents
Preface
About the Author
Part I Organising and staffing a sales role
The field of sales force management
The personal selling process
Strategic sales force management
Sales force organisation
Profiling and recruiting sales people
Selecting, hiring and inducting sales people
Part II Training and directing sales force operations
Developing and conducting sales training programs
Motivation and sales force morale
Sales force compensation and expenses
Leadership and supervision of a sales force
Part III Planning and evaluating sales force performance
Forecasting sales
Sales department budgeting and quotas
Sales territories
Analysis of sales
Marketing cost and profitability analysis
Evaluating an individual's sales performance
Ethical and legal responsibilities of sales managers
Index
Management of a Sales Force takes a practical approach to sales management. Concepts are clearly explained in an accessible style to assist student understanding. This text is the ideal learning tool for both vocational and university courses where a more practical focus is taken.