Sales management demystified : a self-teaching guide / Robert J. Calvin.
Material type:
TextSeries: Demystified seriesPublication details: New York : McGraw-Hill, c2007.Description: (xiii, 400 pISBN: - 9780071486545
- 658.8/1 22
- HF5438.4.C345 2007
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KWUST-Main Library General Stacks | HF5438.4.C345 2007 (Browse shelf(Opens below)) | C,1 | Available | 2023-0561 | |
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KWUST-Main Library General Stacks | HF5438.4.C345 2007 (Browse shelf(Opens below)) | C,2 | Available | 2023-0562 |
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Includes index.
Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts.
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