Professional Sales Management

By: Anderson, Rolph EContributor(s): Bush, Alan J | Hair, Joseph FMaterial type: TextTextSeries: McGraw-Hill series in marketingPublication details: New York : McGraw-Hill, ©1992Edition: 2nd editionDescription: xviii, 653 pages : illustrationsISBN: 9780071125253 ; 0071125256Subject(s): Sales managementDDC classification: 658.81
Contents:
1. Professional Sales Management -- 2. Personal Selling -- Integrated Case: Overview of Personal Selling and Sales Management at CHEMCO -- 3. Sales Planning and Budgeting -- 4. Estimating Market Potential and Forecasting Sales -- 5. Organizing the Sales Force -- Integrated Case: Planning and Organizing the CHEMCO Sales Force -- 6. Recruiting the Sales Force -- 7. Selecting the Sales Force -- 8. Training the Sales Force -- Integrated Case: Developing the Sales Force at CHEMCO -- 9. Sales Force Performance: An Overview -- 10. Time and Territory Management -- 11. Sales Quotas -- 12. Compensation -- 13. Motivating the Sales Force -- 14. Leading the Sales Force -- Integrated Case: Directing the Sales Force at CHEMCO: A Turnover Problem -- 15. Analysis of Sales, Costs, and Profitability -- 16. Measuring and Evaluating Sales Force Performance -- Integrated Case: Controlling and Evaluating the Sales Force at CHEMCO -- 17. Ethics, Social Responsibility, and the Legal Environment -- Appendix A. The Personal Selling Process -- Appendix B. Starting Your Career in Sales.
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Item type Current library Collection Call number Status Date due Barcode Item holds
Lending Books Lending Books Main Library
Stacks 		Reference 658.81 AND (Browse shelf(Opens below)) Available 009449
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Includes index

1. Professional Sales Management --
2. Personal Selling --
Integrated Case: Overview of Personal Selling and Sales Management at CHEMCO --
3. Sales Planning and Budgeting --
4. Estimating Market Potential and Forecasting Sales --
5. Organizing the Sales Force --
Integrated Case: Planning and Organizing the CHEMCO Sales Force --
6. Recruiting the Sales Force --
7. Selecting the Sales Force --
8. Training the Sales Force --
Integrated Case: Developing the Sales Force at CHEMCO --
9. Sales Force Performance: An Overview --
10. Time and Territory Management --
11. Sales Quotas --
12. Compensation --
13. Motivating the Sales Force --
14. Leading the Sales Force --
Integrated Case: Directing the Sales Force at CHEMCO: A Turnover Problem --
15. Analysis of Sales, Costs, and Profitability --
16. Measuring and Evaluating Sales Force Performance --
Integrated Case: Controlling and Evaluating the Sales Force at CHEMCO --
17. Ethics, Social Responsibility, and the Legal Environment --
Appendix A. The Personal Selling Process --
Appendix B. Starting Your Career in Sales.

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