Sales Management / Theory and Practice

Contributor(s):

Donaldson Bill

Material type:

TextPublication details: Palgrave Macmillan, 1998Edition: 2ndDescription: 380ISBN:

333710444

Summary: 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.

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Holdings
Item type	Current library	Call number	Copy number	Status	Barcode
Books	MC Athens Campus Library	658.81 DON (Browse shelf(Opens below))	2	Available	9780000015754

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.

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Sales Management / Theory and Practice