Sales management demystified : a self-teaching guide / Robert J. Calvin.
Material type:
TextPublication details: New York: McGraw-Hill, c2007.Description: xiii,400 p.: ill.; 23cmISBN: - 0071486542
- 658.81 CAL
| Item type | Current library | Home library | Call number | Copy number | Status | Barcode | |
|---|---|---|---|---|---|---|---|
| Book | Mzumbe University-Mbeya Campus Library | Mzumbe University-Mbeya Campus Library | 658.81 CAL (Browse shelf(Opens below)) | 1 | Available | 005368 |
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| 658.802 HOL Marketing planning : a global perspective/ | 658.802 HOL Marketing planning : a global perspective/ | 658.81 ADV Advanced marketing and sales | 658.81 CAL Sales management demystified : a self-teaching guide / | 658.81 RAC Re-thinking the sales force: redefining selling to create and capture customer value/ | 658.81 SPI Management of a sales force / | 658.81 STR Training and developing the professional salesman/ |
Includes index.
Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts.
eng.
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