Sales Management

Robert J. Calvin - Collection Executive MBA Series

251 pages, parution le 05/04/2004

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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

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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