Sales management: analysis and decision making

By:

Ingram, Thomas N

Contributor(s):

Material type: Text

TextPublication details: Routledge New York 2015Edition: 9thDescription: xxiii, 378 pISBN:

9781138281097

Subject(s):

DDC classification:

658.81 ING

Summary: .

List(s) this item appears in: Marketing

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Barcode
Book	Indian Institute of Management LRC General Stacks	Marketing	658.81 ING (Browse shelf(Opens below))	1	Available	000146
Book	Indian Institute of Management LRC General Stacks	Marketing	658.81 ING (Browse shelf(Opens below))	2	Available	000147
Book	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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