Sales Management

ISBN-13: 9780750633611 / Angielski / Miękka / 1998 / 452 str.

Noonan; Chris J. Noonan; Chris Noonan

Opis

Provides guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. This book also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising.

Spis treści

Functions and organization of the sales force - Roles and functions in the sales force; Sales structures and organization; Developing a motivating sales environment - Motivational management in the sales force; Sales management by objectives; Motivating through rewards and incentives; Providing appraisals and feedback for motivation, training and discipline; Communication in the sales force; Sales meetings and conferences; Sales recruitment and training - Recruitment and selection in the sales force; Basic sales training; Field sales training; Planning, forecasting and performance monitoring - The planning process; Sales forecasting; Performance monitoring; Management and control of the sales force - Territory management; Sales force administration; Sales management control; Developing the business - Trade development; Sales promotion; Merchandising at the point of sale; Key account management; Alternative sales or distribution operations; Developing international markets; Index.

O autorze

Chris J. Noonan