Sales Force Management

ISBN-13: 9781119702832 / Angielski / Miękka / 2020 / 544 str.

Barry Babin

Spis treści

Preface xxiiiAbout the Authors xxxi1 Introduction to Sales Force Management and Its Evolving Roles 12 Managing Ethics in a Sales Environment 303 Customer Relationship Management (CRM) and Building Partnerships 624 The Selling Process 965 Sales Forecasting and Budgeting 1256 Sales Force Planning and Organizing 1557 Time and Territory Management 1878 Recruiting and Selecting the Sales Force 2159 Training the Sales Force 25110 Sales Force Leadership 28511 Sales Force Motivation 33312 Sales Force Compensation 37113 Sales Organization Audit and Sales Analytics 40314 Sales Force Performance Evaluation 438Glossary G-1Index I-1