Sales management: analysis and decision making
Material type:
TextPublication details: New York Routledge 2015 Edition: 9thDescription: xxiii, 378 pISBN: 9781138281097Subject(s): Sales marketing | MarketingDDC classification: 658.81 Summary: .
| Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode |
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Indian Institute of Management LRC General Stacks | Marketing | 658.81 ING (Browse shelf(Opens below)) | 1 | Available | 000146 | |
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Indian Institute of Management LRC General Stacks | Marketing | 658.81 ING (Browse shelf(Opens below)) | 2 | Available | 000147 | |
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Indian Institute of Management LRC General Stacks | Marketing | 658.81 ING (Browse shelf(Opens below)) | 3 | Available | 000639 |
Preface 1. Changing World of Sales Management Part I: Describing the Personal Selling Function 2. Overview of Personal Selling Part II: Defining the Strategic Role of the Sales Function 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure and Salesforce Deployment Appendix 4. Developing Forecasts Part III: Developing the Salesforce 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management Part V: Determining Salesforce Effectiveness and Performance 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople
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