Imagen de Amazon.com
Portada de Syndetics
Imagen de OpenLibrary
Management of a sales force by William J. Stanton, Rosann Spiro.
Detalles de publicación: Boston Irwin/McGraw-Hill 1999.Edición: 10.th edDescripción: xxviii, 628 p. ill. 24cmISBN:- 025621896X(hardcover)
- 658.81 S792m3
- HF5438.4.S78 1998
| 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 S7921m 1999 (Navegar estantería(Abre debajo)) | Disponible | 80000002206160 | ||||||||||||||
| Libro | Biblioteca Mons. Iñaki Mallona (Arecibo) Colección General ab | 658.81 s798m 1998 (Navegar estantería(Abre debajo)) | Disponible | 60000002020268 |
Total de reservas: 0
Descripciones mejoradas de Syndetics:
This text covers the concepts and applies the theories associated with managing a sales force. It emphasizes relationship selling and the use of team-selling.
Includes bibliographical footnotes and index.
Tabla de contenidos provista por Syndetics
- Part I Introduction to Sales Force Management
- 1 The Field of Sales Force Management
- 2 Strategic Sales Force Management
- 3 The Personal Selling Process
- Part II Organizing, Staffing, and Training a Sales Force
- 4 Sales Force Organization
- 5 Profiling and Recruiting Salespeople
- 6 Selecting Salespeople
- 7 Hiring and Socializing New Salespeople
- 8 Developing, Delivering and Reinforcing a Sales Training Program
- Part III Directing Sales Force Operations
- 9 Motivating a Sales Force
- 10 Sales Force Compensation
- 11 Sales Force Expenses and Transportation
- 12 Leadership and Supervision of a Sales Force
- 13 Sales Force Morale
- Part IV Sales Planning
- 14 Estimating Market Potential and Forecasting Sales
- 15 Sales Territories
- 16 Sales Budgets and Quotas
- Part V Evaluating Sales Performance
- 17 Analysis of Sales Volume
- 18 Marketing Cost and Profitability Analysis
- 19 Evaluating a Sales Person's Performance
- 20 Ethical and Legal Responsibilities of Sales Managers Integrative Cases
- Appendix B Careers in Sales Management