Sales management : shaping futue sales leaders / Erffmeyer Honeycutt Tanner
Material type:
TextPublisher: Harlow : Pearson Educational, 2014Description: 452 p. : ill. ; 25 cmContent type: - text
- unmediated
- volume
- 658.81 TAN 23
- HF5438.25 .H556 2019
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CUoM Library General Stacks | Business Management/Accounting/Marketing | 658.81 TAN (Browse shelf(Opens below)) | Available | 00011734 |
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| 658.81 MAL Sales management / | 658.81 MAL Sales management / | 658.81 MAL Sales management / | 658.81 TAN Sales management : shaping futue sales leaders / | 658.8101 JOH Sales force management : leadership, innovation, technology / | 658.812 BER Essentials of CRM : a guide to customer relationship management / | 658.812 COO Customer care excellence : how to create an effective customer focus / |
Includes bibliographical references.
An introduction to personal selling -- The personal selling process -- General sales management -- Developing sales forecasts -- Field sales management : organising the sales effort -- Sales force planning, recruitment and selection -- Sales training -- Sales force reward systems and compensation plans -- Information management and customer relationship management -- Leading the sales force -- Evaluating sales force performance -- Answers to one quick quiz.
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