Managing Sales Professionals: The Reality of Profitability

ISBN-13: 9781560249467 / Angielski / Twarda / 1995 / 422 str.

Joseph P. Vaccaro

Opis

A to-the-point textbook for undergraduates on the daily decisions involved in sales and sales management, illustrating how to plan, organize, staff, operate, and evaluate a sales force. Chapters on sales presentation, recruiting salespeople, sales training programs, and determining sales territories include several fictional case studies per chapte

Spis treści

Contents
Preface

• Section 1: Sales Management--The Scenario
• The Role of Sales and Sales Management in Marketing
• Preparing for the Sale
• The Sales Presentation
• Section 2: Sales Management Policies and Procedures
• Sales Policies
• Sales Planning
• Organizing the Sales Effort
• Ethical and Legal Aspects of Selling
• Section 3: Management of the Sales Force
• Recruiting and Selecting the Salespeople
• Planning and Conducting a Sales Training Program
• Motivating the Sales Force
• Compensating Sales Personnel
• Determining Sales Territories
• Controlling and Evaluating Sales Personnel
• Index

O autorze

Winston, William; Vaccaro, Joseph P