Sales management demystified : a self-teaching guide / Robert J. Calvin
-
| | | | | | Sales management demystified : a self-teaching guide. - New York , 2007. | | xiii, 400 p. : ill. ; 23 cm Demystified series. | | 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. | | ISBN 0071486542 (pbk. : alk. paper) | | .-ISBN 9780071486545 (pbk. : alk. paper) : RM64.44. | | | | 1. Sales management.I. Title II. Series | | | Library : UiTM Shah Alam; UITM Sarawak; UITM Pulau Pinang; UITM Kelantan; UITM Kedah |
| | Accn No. | Item Status | Add Id | Location | SMD | Item Category | | 829066 | Shelf | | PERPUSTAKAAN TUN ABDUL RAZAK(P1) | BOOK | RAK TERBUKA (OPEN SHELVES) | | 143046AD | Shelf | | PERPUSTAKAAN INTEC(S17) | BOOK | RAK TERBUKA (OPEN SHELVES) |
|
|
|
