Sales management : a career path approach / G. David Hughes, Daryl McKee, Charles H. Singler.
Material type:
TextPublisher: Cincinnati, Ohio : South-Western College Publ., c1999Description: xx, 453 pages : illustrations ; 26 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9814040746 [newsprint]Subject(s): Sales management -- Vocational guidance | Selling -- Vocational guidanceDDC classification: | Item type | Current location | Call number | Status | Date due | Barcode |
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658.81002373 H87 1999 (Browse shelf) | Available | |||
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Book
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658.81002373 H87 1999 (Browse shelf) | Available | 3UCBL000019407 |
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| 658.81 St49 2000 Successful sales management : | 658.81 W43 2016 Sales management : | 658.81002373 H87 1999 Sales management : | 658.81002373 H87 1999 Sales management : | 658.8106 D54 2010 Perfect phrases for sales presentations : | 658.812 Ad17 2022 Customer service : intermediate / | 658.812 B38 1998 At your service : |
Includes bibliographical references and index.
Contents: Chapter 1 The dramatic changes and opportunities in sales -- Chapter 2 What salespeople do -- Chapter 3 Getting a sales job: an applicant's view of the recruiting process -- Chapter 4 The selling process and beyond -- Chapter 5 The salesperson as a business manager -- Chapter 6 Ethical and legal issues in personal selling and sales management -- Chapter 7 The sales management process -- Chapter 8 Developing sales management process -- Chapter 9 Staffing by field managers -- Chapter 10 Training, coaching, and developing salespeople -- Chapter 11 Helping salespeople to motivate themselves -- Chapter 12 Sales quality management -- Chapter 13 Evaluating sales performance -- Chapter 14 Compensation and other reward systems -- Chapter 15 General sale management: the view from the top -- Chapter 16 Creating a sales information system -- Chapter 17 Organizing and innovating the selling process -- Chapter 18 Sales force automation
BSBA-Marketing Management
BSBA-Marketing Management
English
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