Commentaire :

ISBN 13 : 978-1292023458

Sommaire :
Chapter 1: Introduction to Sales Management

Chapter 2: The Sales Function and Multi-Sales Channels

Chapter 3: Leadership and the Sales Executive

Chapter 4: Ethics, the Law, and Sales Leadership

Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management

Chapter 6: Leveraging Information Technologies

Chapter 7: Designing and Organizing the Sales Force

Chapter 8: Recruiting and Selecting the Right Salespeople

Chapter 9: Training and Developing the Sales Force

Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams

Chapter 11: Setting Goals and Managing the Sales Force's Performance

Chapter 12: Motivating and Rewarding Salespeople


Chapter 13: Turning Customer Information into Knowledge
Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It
Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance

Cases

Langue : Anglais

Localisation : Bibliothèque Campus de Nice

Support : Papier

Etat : Présent

Propriétaire : Bibliothèque