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Management of a sales force / William J. Stanton, Richard H. Buskirk, Rosann L. Spiro

Main Author Spiro, Rosann L. Coauthor Buskirk, Richard H.
Stanton, William J. Edition 11th ed. Publication Boston : McGraw Hill Irwin, 2003 Description XXIII, 564 p. ISBN 0072398876 Topical name Vendas
Estudo de casos CDU 658.81
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Holdings
Item type Current location Call number Status Date due Barcode Item holds
Book Biblioteca IADE-UE
658.81 SPI Available IA12953
Total holds: 0

Contents

1. The field of sales force management
2. Strategic sales force management
3. The personal selling process
4. Salesforce organization
5. Profiling and recruiting salespeople
6. Selecting and hiring applicants
7. Developing, delivering and reinforcing a sales training program
8. Motivating a sales force
9. Salesforce compensation
10. Salesforce expenses and transportation
11. Leadership of salesforce
12. Forecasting sales and developing budgets
13. Sales territories
14. Analysis of sales volume
15. Marketing cost and profitability analysis
16. Evaluating a salesperson's performance
17. Ethical and legal responsibilities of sales

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