书目详细信息
： Management of a sales force /
书目信息 机读格式(MARC)
| ISBN： | 9780071259446 (pbk.) : |
|---|---|
| ISBN： | 0071259449 (pbk.) : |
| ISBN： | 007352977X |
| 编目源： | UK-WkNB UK-WkNB |
| 个人名称： | Spiro, Rosann L. |
| 题名： | Management of a sales force / Rosann L. Spiro, William J. Stanton, Greg A. Rich. |
| 版本说明： | 12th rev. ed. |
| 索书号： | F713.50/S759E |
| 出版发行项： | London : McGraw Hill Higher Education : [distributor] McGraw-Hill Education - Europe : [distributor] McGraw-Hill Australia Pty Ltd : [distributor] McGraw-Hill Book Company New Zealand Ltd : [distributor] PSD Promotions (Pty) Ltd, 2007. |
| 载体形态： | 608 p. : ill. ; 28 cm. |
| 一般附注： | Paperback. |
| 格式化内容附注： | PART I: Introduction to Sales Force Management 1: The Field of Sales Force Management 2: Strategic Sales Force Management 3: Personal Selling Process PART II: Organizing, Staffing, and Training a Sales Force 4: Sales Force Organization 5: Profiling and Recruiting Salespeople 6: Selecting and Hiring Applicants 7: Developing, Delivering, and Reinforcing a Sales Training Program PART III: Directing Sales Force Operations 8: Motivating a Sales Force 9: Sales Force Compensation 10: Sales Force Quotas &-- Expenses 11: Leadership of a Sales Force PART IV: Sales Planning 12: Sales Forecasting 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 Salesperson's Performance 17: Ethical and Legal Responsibilities of Sales Managers Appendix A: Integrative Cases Appendix B: Careers in Sales Management. |