Sales management / Robert J. Calvin.
By: Calvin, Robert J
.
Material type: 
BookSeries: McGraw-Hill executive MBA series.Publisher: New York : McGraw-Hill, c2001Description: v, 253 p. : ill. ; 24 cm. + hbk.ISBN: 007136434X.Subject(s): Sales managementDDC classification: 658.81 | Item type | Current library | Call number | Copy number | Status | Barcode | |
|---|---|---|---|---|---|---|
| General lending | MTU Bishopstown Library Lending | 658.81 (Browse shelf(Opens below)) | 1 | Available | 00099696 |
Enhanced descriptions from Syndetics:
Supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. This book explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales.
Includes index.
Part One: Creating the salesforce -- People, process, technology and performance -- Hiring the best, terminating the rest -- Training for results -- Sales force compensation -- Part Two: Strategy and the firm -- Sales force organization and architecture -- Sales forecasting and sales planning -- Motivating salespeople -- Part Three: Perfecting the program -- Performance evaluations -- Sales force automation.
Table of contents provided by Syndetics
- Part I Creating the Salesforce
- Chapter 1 People, Process, Technology, and Performance
- Chapter 2 Hiring the Best, Terminating the Rest
- Chapter 3 Training for Results
- Chapter 4 Sales Force Compensation
- Part 2 Strategy and the Firm
- Chapter 5 Sales Force Organization and Architecture
- Chapter 6 Sales Forecasting and Sales Planning
- Chapter 7 Motivating Salespeople
- Part 3 Perfecting the Program
- Chapter 8 Performance Evaluations
- Chapter 9 Sales Force Automation