Sales management demystified: a self-teaching guide
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
McGraw-Hill
2007
|
| Schriftenreihe: | Demystified series
|
| Schlagworte: | |
| Online-Zugang: | Table of contents only Contributor biographical information Publisher description Inhaltsverzeichnis |
| Beschreibung: | Includes index |
| Beschreibung: | XIII, 400 S. 23 cm |
| ISBN: | 9780071486545 0071486542 |
Internformat
MARC
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Datensatz im Suchindex
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|---|---|
| adam_text | CONTENTS
Preface xi
Acknowledgments xiii
PART 1: CREATING THE SALES FORCE 1
CHAPTER 1 People, Process, Technology, and
Performance 3
PART 2: HIRING THE BEST; TERMINATING
THE REST 17
CHAPTER 2 Job Descriptions, Candidate Profiles,
and Sourcing 19
CHAPTER 3 Screening and Selecting 48
PART 3: TRAINING FOR RESULTS 81
CHAPTER 4 Product, Competitor, and Customer
Knowledge 83
CONTENTS
CHAPTER 5 Selling Skills 120
CHAPTER 6 Field Coaching and Sales Meetings 134
PART 4: SALES FORCE COMPENSATION 161
CHAPTER 7 Total Salesperson Compensation;
The Mix Between Fixed and
Performance Pay 163
CHAPTER 8 Salary, Commission, and Bonus Plans
and Reimbursed Expenses 185
PART 5: SALES FORCE ORGANIZATION 203
CHAPTER 9 Channel Choice and Architecture 205
CHAPTER 10 Sizing and Deployment;
Time and Territory Management 224
PART 6: GOAL SETTING 249
CHAPTER 11 Sales Forecasting and Planning 251
PART 7: MOTIVATING SALESPEOPLE 283
CHAPTER 12 Recognition, Feeling Important,
Challenge and Achievement, and
Freedom and Authority 285
i * ¦• t Personal Growth, Esteem, Belonging,
Leadership, and Sales Contests 313
PART8: PERFORMANCE MANAGEMENT 339
CHAPTER 14 Performance Evaluations 341
CONTENTS tf»
Final Thoughts 375
Final Exam 377
Answer Key 389
Index 393
|
| adam_txt |
CONTENTS
Preface xi
Acknowledgments xiii
PART 1: CREATING THE SALES FORCE 1
CHAPTER 1 People, Process, Technology, and
Performance 3
PART 2: HIRING THE BEST; TERMINATING
THE REST 17
CHAPTER 2 Job Descriptions, Candidate Profiles,
and Sourcing 19
CHAPTER 3 Screening and Selecting 48
PART 3: TRAINING FOR RESULTS 81
CHAPTER 4 Product, Competitor, and Customer
Knowledge 83
CONTENTS
CHAPTER 5 Selling Skills 120
CHAPTER 6 Field Coaching and Sales Meetings 134
PART 4: SALES FORCE COMPENSATION 161
CHAPTER 7 Total Salesperson Compensation;
The Mix Between Fixed and
Performance Pay 163
CHAPTER 8 Salary, Commission, and Bonus Plans
and Reimbursed Expenses 185
PART 5: SALES FORCE ORGANIZATION 203
CHAPTER 9 Channel Choice and Architecture 205
CHAPTER 10 Sizing and Deployment;
Time and Territory Management 224
PART 6: GOAL SETTING 249
CHAPTER 11 Sales Forecasting and Planning 251
PART 7: MOTIVATING SALESPEOPLE 283
CHAPTER 12 Recognition, Feeling Important,
Challenge and Achievement, and
Freedom and Authority 285
i '* "¦• t Personal Growth, Esteem, Belonging,
Leadership, and Sales Contests 313
PART8: PERFORMANCE MANAGEMENT 339
CHAPTER 14 Performance Evaluations 341
CONTENTS tf»
Final Thoughts 375
Final Exam 377
Answer Key 389
Index 393 |
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| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
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| index_date | 2024-07-02T19:10:36Z |
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| isbn | 9780071486545 0071486542 |
| language | English |
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| spelling | Calvin, Robert J. Verfasser aut Sales management demystified a self-teaching guide Robert J. Calvin New York [u.a.] McGraw-Hill 2007 XIII, 400 S. 23 cm txt rdacontent n rdamedia nc rdacarrier Demystified series Includes index Sales management Marketing (DE-588)4037589-4 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Marketing (DE-588)4037589-4 s Verkauf (DE-588)4117346-6 s Management (DE-588)4037278-9 s DE-604 http://www.loc.gov/catdir/toc/ecip076/2006038612.html Table of contents only http://www.loc.gov/catdir/enhancements/fy0703/2006038612-b.html Contributor biographical information http://www.loc.gov/catdir/enhancements/fy0703/2006038612-d.html Publisher description HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016218375&sequence=000008&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Calvin, Robert J. Sales management demystified a self-teaching guide Sales management Marketing (DE-588)4037589-4 gnd Management (DE-588)4037278-9 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4037589-4 (DE-588)4037278-9 (DE-588)4117346-6 |
| title | Sales management demystified a self-teaching guide |
| title_auth | Sales management demystified a self-teaching guide |
| title_exact_search | Sales management demystified a self-teaching guide |
| title_exact_search_txtP | Sales management demystified a self-teaching guide |
| title_full | Sales management demystified a self-teaching guide Robert J. Calvin |
| title_fullStr | Sales management demystified a self-teaching guide Robert J. Calvin |
| title_full_unstemmed | Sales management demystified a self-teaching guide Robert J. Calvin |
| title_short | Sales management demystified |
| title_sort | sales management demystified a self teaching guide |
| title_sub | a self-teaching guide |
| topic | Sales management Marketing (DE-588)4037589-4 gnd Management (DE-588)4037278-9 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | Sales management Marketing Management Verkauf |
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