Ingram, Thomas N. <br/><br/>
Sales management: analysis and decision making 

 - 9th 
 - New York  Routledge  2015 
 - xxiii, 378 p. 
<br/><br/>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 
<br/><br/> . 
<br/><br/><label>ISBN: </label>9781138281097 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales  marketing<br/>Marketing
<br/><br/><label>Dewey Class. No.: </label>658.81  / ING