Sales management : shaping futue sales leaders / Erffmeyer Honeycutt Tanner

By: Material type: TextTextPublisher: Harlow : Pearson Educational, 2014Description: 452 p. : ill. ; 25 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
Subject(s): Additional physical formats: Online version:: Sales managementDDC classification:
  • 658.81 TAN 23
LOC classification:
  • HF5438.25 .H556 2019
Contents:
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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Holdings
Item type Current library Collection Call number Status Barcode
Books Books CUoM Library General Stacks Business Management/Accounting/Marketing 658.81 TAN (Browse shelf(Opens below)) Available 00011734

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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