Sales Force Management. (2016)

• Record Type: Book
• Further Information: Note: Gregory Rich.
• Authors: Rich, Gregory
• Contents: Chapter 1: Introduction to Sales Force Management; Chapter 2: Strategy; Chapter 3: The Personal Selling Process; Chapter 4: Sales Force Organization; Chapter 5: Profiling and Recruiting Salespeople; Chapter 6: Selecting and Hiring Salespeople; Chapter 7: Sales Training; Chapter 8: Motivating a Sales Force; Chapter 9: Sales Force Compensation; Chapter 10: Sales Force Quotas and Expenses; Chapter 11: Leadership of a Sales Force; Chapter 12: Forecasting and Budgets; Chapter 13: Sales Territories; Chapter 14: Sales Volume and Analysis; Chapter 15: Cost and Profit Analysis; Chapter 16: Evaluating a Salesperson′s Performance; Chapter 17: Ethics and Laws
• Edition: 1st
• Publisher Details: Thousand Oaks : SAGE Publications, Inc
• Publication Date: 2016
• Extent: 1 online resource (516 pages)
• Languages: English
• ISBNs: 9781071926109; 1071926101
• 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.