Hinson, Robert

Sales management : a primer for frontier markets / Robert E. Hinson, Ogechi Adeola, Abednego Feehi Okoe Amartey. - xii, 229 p. ; 25 cm

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.

9781641133463 (pbk.) 9781641133470 (harcover)

2018028174


Selling.
Sales management.
Customer relations.

HF5438.25 / .H556 2019

658.81 HIN