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Sales management analysis and decision making Thomas N. Ingram ... [et al.].
Detalles de publicación: Mason, Ohio Thomson/South-Western c2004.Edición: 5th edDescripción: xxi, 420 p. ill. 28 cmISBN:- 0324191081 (pbk.)
- 658.81 S1637 2004 21
- HF5438.4 .I54 2004
| Imagen de cubierta | Tipo de ítem | Biblioteca actual | Biblioteca de origen | Colección | Ubicación en estantería | Signatura topográfica | Materiales especificados | Info Vol | URL | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | Prioridad de la cola de reserva de ejemplar | Reservas para cursos | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Libro | Biblioteca Encarnación Valdés Colección General bev | 658.81 S1637 2004 (Navegar estantería(Abre debajo)) | Disponible | 80000002439738 |
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Descripciones mejoradas de Syndetics:
This text provides up-to-the-minute coverage of the trends and issues in sales management, equipping students with a strong foundation and the innovative skills needed for the 21st century and offering the text in the form of modules, which allow instructors to customize their coverage in class.
Includes bibliographical references (p. 391-408) and index.
Tabla de contenidos provista por Syndetics
- Module 1 Changing World of Sales Management(p. 1)
- Part 1 Describing the Personal Selling Function(p. 15)
- Module 2 Overview of Personal Selling(p. 17)
- Appendix 2 Sales Careers(p. 36)
- Part 2 Defining the Strategic Role of the Sales Function(p. 45)
- Module 3 Organizational Strategies and the Sales Function(p. 47)
- Module 4 Sales Organization Structure and Salesforce Deployment(p. 75)
- Appendix 4 Developing Forecasts(p. 109)
- Part 3 Developing the Salesforce(p. 121)
- Module 5 Staffing the Salesforce: Recruitment and Selection(p. 123)
- Module 6 Continual Development of the Salesforce: Sales Training(p. 153)
- Part 4 Directing the Salesforce(p. 179)
- Module 7 Sales Management Leadership and Supervision(p. 181)
- Module 8 Motivation and Reward System Management(p. 209)
- Part 5 Determining Salesforce Effectiveness and Performance(p. 235)
- Module 9 Evaluating the Effectiveness of the Organization(p. 237)
- Module 10 Evaluating the Performance of Salespeople(p. 263)
- Cases(p. 297)
- Glossary(p. 381)
- Notes(p. 391)
- Index(p. 409)