Sales Management. (2011)

• Record Type: Book
• Other Names: Guenzi, Paolo
• Contents: Sales Management in the 21st Century; PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE; Managing Change in the Sales Force; Integrating Sales and Marketing; Designing and Implementing a Key Account Management Strategy; Delegation of Pricing Authority to Sales People; Customer Relationship Management System Implementation in Sales Organizations; Ethics in Personal Selling & Sales Management; PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE; Sales Planning and Forecasting; Sales Force Organization and Territory Design; Sizing the Sales Force; International Selling; PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES; Sales Force Recruitment and Selection; Sales Force Training; PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS; Team Leadership and Coaching; Sales Control Systems; Sales Force Motivation; Sales force Compensation; PART FIVE: SALES PEOPLE'S RESPONSES; Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours; PART SIX: EVALUATION OF THE SALES FORCE; Sales Force Performance and Evaluation
• Publisher Details: Place of publication not identified : Palgrave Macmillan
• Publication Date: 2011
• Extent: 1 online resource
• Subjects: 658.8/1; Marketing/General; Sales management; Selling; Marketing; BUSINESS & ECONOMICS / Industrial Management; BUSINESS & ECONOMICS / Management; BUSINESS & ECONOMICS / Management Science; BUSINESS & ECONOMICS / Organizational Behavior; Sales & Selling; Sales & marketing; Economics, finance, business & management; Electronic books
• Languages: English
• ISBNs: 1137285745; 9781137285744
• Notes: Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.