購物比價找書網找車網
FindBook
排序:
 
 有 1 項符合

robert j. calvin

的圖書
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
三民網路書店 三民網路書店 - 語言學習  - 來源網頁  
圖書介紹看圖書介紹
圖書介紹 - 資料來源:三民網路書店   評分:
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

贊助商廣告
 
 
金石堂 - 暢銷排行榜
明天可能會愛你(02)
作者:山下街
出版社:青文出版社股份有限公司
出版日期:2024-11-04
$ 111 
Taaze 讀冊生活 - 暢銷排行榜
【全圖鑑】照順序就好!看圖學文法不用背:用「直覺+視覺」秒懂所有文法觀念,把英文變簡單!
作者:田地野彰
出版社:國際學村
出版日期:2022-04-14
$ 261 
博客來 - 暢銷排行榜
隱性潛能:華頓商學院最具影響力教授,突破天賦極限的實證科學【博客來獨家版.附人生領航指南書】
作者:亞當.格蘭特
出版社:平安文化
出版日期:2024-07-29
$ 379 
博客來 - 暢銷排行榜
持續買進:資料科學家的投資終極解答,存錢及致富的實證方法
作者:尼克.馬朱利 (Nick Maggiulli)
出版社:商業周刊
出版日期:2023-05-30
$ 316 
 
Taaze 讀冊生活 - 新書排行榜
中西合療,抗癌逆轉勝
作者:莊佳穎
出版社:天下雜誌股份有限公司
出版日期:2024-11-06
$ 350 
Taaze 讀冊生活 - 新書排行榜
作曲少女2:還好沒放棄!畢業前達成:創社團、原創曲、公開演出!誒~~~
作者:仰木日向
出版社:易博士出版社
出版日期:2024-11-07
$ 480 
博客來 - 新書排行榜
屁屁偵探讀本11 新的怪盜
出版日期:2024-11-04
$ 237 
金石堂 - 新書排行榜
調教叛逆/王者-全
作者:キタハラリイ
出版社:長鴻出版社股份有限公司
出版日期:2024-11-15
$ 119 
 

©2024 FindBook.com.tw -  購物比價  找書網  找車網  服務條款  隱私權政策