Sales management demystified : a self-teaching guide / Robert J. Calvin.
Material type:
TextPublication details: New York : McGraw-Hill, c2007.Description: xiii, 400 p. : ill. ; 23 cmISBN: - 0071486542 (pbk. : alk. paper)
- 658.81 CAL
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds | |
|---|---|---|---|---|---|---|---|---|
| Book | Mzumbe University Main Campus Library | 658.81 CAL (Browse shelf(Opens below)) | 1 | Available | 0066132 | |||
| Book | Mzumbe University Main Campus Library | 658.81 CAL (Browse shelf(Opens below)) | 2 | Available | 0063535 | |||
| Book | Mzumbe University Main Campus Library | 658.81 CAL (Browse shelf(Opens below)) | 3 | Available | 0026331 |
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| 658.81 AND Professional sales management / | 658.81 CAL Sales management demystified : a self-teaching guide / | 658.81 CAL Sales management demystified : a self-teaching guide / | 658.81 CAL Sales management demystified : a self-teaching guide / | 658.81 CAR The complete field sales program | 658.81 COM Sales management : people and profit / | 658.81 CRI Selling : the personal force in marketing / |
Includes index.
Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts.
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