Sales management
By: Robert J. Calvin
Series: The McGraw-Hill executive MBA series; The McGraw-Hill executive MBA series
Publisher: McGraw-Hill
Published: 2001
Place of publication: New York
Language: eng
Number of pages: 253
ISBN-13: 9780071364348; 9780071435352
Subjects: Verkooporganisatie; Sales management; Strategische planning; Personeelswerving; E-commerce
Notes: Includes index.
Table of contents: title: People, process, technology, and performance; title: Hiring the best, terminating the rest; title: Training for results; title: Sales force compensation; title: Sales force organization and architecture; title: Sales forecasting and sales planning; title: Motivating salespeople; title: Performance evaluations; title: Sales force automation / Robert Calvin.