
Sales Management
Robert J. Calvin - Collection Executive MBA Series
Résumé
The hardcover edition of McGraw-Hill's Sales Management is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.
Look to this all-in-one sales manager's guide for comprehensive facts and analysis on: As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals-and mold that team into a motivated and cohesive sales unit-in Sales Management.
- Compensation Deployment
- Forecasts
- Hiring
- Nonmonetary motivators
- Organization
- Performance Evaluations
- Sales force automation
- Sales plans
- Strategy and objectives
- Training
L'auteur - Robert J. Calvin
Robert J. Calvin is president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy for clients ranging from the Fortune 500 to the Inc. 100. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. As a popular teacher, consultant, entrepreneur, salesperson, sales manager, and executive, Calvin has rebuilt many sales forces. His previous books include the award winning Managing Sales for Business Growth and Profitable Sales Management and Marketing for Growing Businesses.
Sommaire
- Creating the Salesforce
- People, Process, Technology, and Performance
- Hiring the Best, Terminating the Rest
- Training for Results
- Sales Force Compensation
- Strategy and the Firm
- Sales Force Organization and Architecture
- Sales Forecasting and Sales Planning
- Motivating Salespeople
- Perfecting the Program
- Performance Evaluations Sales Force Automation
Caractéristiques techniques
PAPIER | |
Éditeur(s) | Mc Graw Hill |
Auteur(s) | Robert J. Calvin |
Collection | Executive MBA Series |
Parution | 05/04/2004 |
Nb. de pages | 251 |
Format | 15 x 22,5 |
Couverture | Broché |
Poids | 370g |
Intérieur | Noir et Blanc |
EAN13 | 9780071435352 |
ISBN13 | 978-0-07-143535-2 |
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