Sales Management / Theory and Practice
Sales Management / Theory and Practice
- 2nd
- Palgrave Macmillan, 1998
- 380
This book incorporates several important changes occurring in both the theory and practice of sales management. Forward, Acknowledgements, Sales Management in a Marketing Context, Types of Selling, Theories of Buying and Selling, Characteristics of Salespeople, The Organization of Selling Effort, Sales Forecasting and Budgeting, Territory Management, Setting Sales Targets, Selling in International Markets, Management of the Sales Force, Training, Remuneration, Motivation, Evaluation and Control, Ethics in Sales and Sales Management, References, Index.
333710444
This book incorporates several important changes occurring in both the theory and practice of sales management. Forward, Acknowledgements, Sales Management in a Marketing Context, Types of Selling, Theories of Buying and Selling, Characteristics of Salespeople, The Organization of Selling Effort, Sales Forecasting and Budgeting, Territory Management, Setting Sales Targets, Selling in International Markets, Management of the Sales Force, Training, Remuneration, Motivation, Evaluation and Control, Ethics in Sales and Sales Management, References, Index.
333710444