TY  - BOOK
AU  - Hughes,G.David
AU  - McKee,Daryl O.
AU  - Singler,Charles H.
TI  - Sales management: a career path approach 
SN  - 9814040746 [newsprint]
PY  - 1999///
CY  - Cincinnati, Ohio
PB  - South-Western College Publ.
KW  - Sales management
KW  - Vocational guidance
KW  - Selling
N1  - 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
ER  -