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robert j. calvin

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Sales Management Demystified―A Self-teaching Guide
$ 977
Sales Management Demystified―A Self-teaching Guide
作者:ROBERT J. CALVIN 
出版社:MCGRAW-HILL,INC.
出版日期:2007-04-01
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圖書名稱:Sales Management Demystified—A Self-teaching Guide
  • 圖書簡介

    BUILD and manage a SALES FORCE that's worth sell-ebrating

    Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

    Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.

    This fast and easy guide offers

    • Ideas for sourcing, screening, and selecting the best candidates
    • 作者簡介

      Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc., an international consulting firm specializing in sales and sales management training. Calvin's previous book, Sales Management, won the Soundview Award for one of the 30 best business books in 2001.

    • 目次

      Preface

      Acknowledgments

      Part 1: Creating the Sales Force

      Chapter 1: People, Process, Technology, and Performance

      Part 2: Hiring the Best: Terminating the Rest

      Chapter 2: Job Descriptions, Candidate Profiles, and Sourcing

      Chapter 3: Screening and Selecting

      Part 3: Training for Results

      Chapter 4: Product, Competitor, and Customer Knowledge

      Chapter 5: Selling Skills

      Chapter 6: Field Coaching and Sales Meetings

      Part 4: Sales Force Compensation

      Chapter 7: Total Salesperson Compensation: The Mix Between Fixed and Performance Pay

      Chapter 8: Salary, Commission, and Bonus Plans and Reimbursed Expenses

      Part 5: Sales Force Organization

      Chapter 9: Channel Choice and Architecture

      Chapter 10: Sizing and Deployment: Time and Territory Management

      Part 6: Goal Setting

      Chapter 11: Sales Forecasting and Planning

      Part 7: Motivating Salespeople

      Chapter 12: Recognition, Feeling Important, Challenge and Achievement, and Freedom and Authority

      Chapter 13: Personal Growth, Esteem, Belonging, Leadership, and Sales Contests

      Part 8: Performance Management

      Chapter 14: Performance Evaluations

      Final Thoughts

      Final Exam

      Answer Key

      Index

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