Professional Sales Management
Anderson, Rolph E.
Professional Sales Management - 2nd edition - New York : McGraw-Hill, ©1992. - xviii, 653 pages : illustrations ; - McGraw-Hill series in marketing. .
Includes index
1. Professional Sales Management --
2. Personal Selling --
Integrated Case: Overview of Personal Selling and Sales Management at CHEMCO --
3. Sales Planning and Budgeting --
4. Estimating Market Potential and Forecasting Sales --
5. Organizing the Sales Force --
Integrated Case: Planning and Organizing the CHEMCO Sales Force --
6. Recruiting the Sales Force --
7. Selecting the Sales Force --
8. Training the Sales Force --
Integrated Case: Developing the Sales Force at CHEMCO --
9. Sales Force Performance: An Overview --
10. Time and Territory Management --
11. Sales Quotas --
12. Compensation --
13. Motivating the Sales Force --
14. Leading the Sales Force --
Integrated Case: Directing the Sales Force at CHEMCO: A Turnover Problem --
15. Analysis of Sales, Costs, and Profitability --
16. Measuring and Evaluating Sales Force Performance --
Integrated Case: Controlling and Evaluating the Sales Force at CHEMCO --
17. Ethics, Social Responsibility, and the Legal Environment --
Appendix A. The Personal Selling Process --
Appendix B. Starting Your Career in Sales.
9780071125253 0071125256
Sales management.
658.81 / AND
Professional Sales Management - 2nd edition - New York : McGraw-Hill, ©1992. - xviii, 653 pages : illustrations ; - McGraw-Hill series in marketing. .
Includes index
1. Professional Sales Management --
2. Personal Selling --
Integrated Case: Overview of Personal Selling and Sales Management at CHEMCO --
3. Sales Planning and Budgeting --
4. Estimating Market Potential and Forecasting Sales --
5. Organizing the Sales Force --
Integrated Case: Planning and Organizing the CHEMCO Sales Force --
6. Recruiting the Sales Force --
7. Selecting the Sales Force --
8. Training the Sales Force --
Integrated Case: Developing the Sales Force at CHEMCO --
9. Sales Force Performance: An Overview --
10. Time and Territory Management --
11. Sales Quotas --
12. Compensation --
13. Motivating the Sales Force --
14. Leading the Sales Force --
Integrated Case: Directing the Sales Force at CHEMCO: A Turnover Problem --
15. Analysis of Sales, Costs, and Profitability --
16. Measuring and Evaluating Sales Force Performance --
Integrated Case: Controlling and Evaluating the Sales Force at CHEMCO --
17. Ethics, Social Responsibility, and the Legal Environment --
Appendix A. The Personal Selling Process --
Appendix B. Starting Your Career in Sales.
9780071125253 0071125256
Sales management.
658.81 / AND