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.