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$ 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 三民網路書店 - 語言學習 - 來源網頁   看圖書介紹 |
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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
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.
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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