000			02038cam a2200337 a 4500
999			_c2358 _d2358
001			22339885
003			KWUST
005			20230706164557.0
006			m |o d |
007			cr |||||||||||
008			061117s2007 nyua o 001 0 eng
010			_a 2020754174
020			_a9780071486545 _qebook
020			_z0071486542 (pbk. : alk. paper)
040			_aDLC _beng _epn _cDLC
050	0	0	_aHF5438.4.C345 2007
082	0	0	_a658.8/1 _222
100	1		_aCalvin, Robert J.
245	1	0	_aSales management demystified : _ba self-teaching guide / _cRobert J. Calvin.
260			_aNew York : _bMcGraw-Hill, _cc2007.
300			_a(xiii, 400 p.
490	0		_aDemystified series
500			_aIncludes index.
505	0		_aCreating 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.
588			_aDescription based on print version record and CIP data provided by publisher; resource not viewed.
650		0	_aSales management.
776	0	8	_iPrint version: _tSales management demystified _dNew York : McGraw-Hill, c2007. _z0071486542 (pbk. : alk. paper) _w(DLC) 2006038612
906			_a0 _bcbc _corigcop _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK