Management of a sales force.
Material type:
TextSeries: McGraw-Hill/Irwin series in marketingPublication details: Boston : McGraw-Hill/Irwin, c2003.Edition: 11th ed. / Rosann L. Spiro, William J. Stanton, Gregory A. RichDescription: xxiii, 564 p. : ill. ; 26 cmISBN: - 0072398876 (alk. paper)
- 0071198989 (international ed. : alk. paper)
- 658.8/1 21
- HF5438.4 .S78 2003
| Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | |
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MAIN General | AUE Library Collection | HF5438.4 .S78 2003 (Browse shelf(Opens below)) | 1 | Available | 10019921 |
Rev. ed. of: Management of a sales force / William J. Stanton, Rosann Spiro. 10th ed. c1999.
Includes bibliographical references and indexes.
Introduction to Sales Force Management -- The Field of Sales Force Management -- Strategic Sales Force Management -- Personal Selling Process -- Organizing, Staffing, and Training a Sales Force -- Sales Force Organization -- Profiling and Recruiting Salespeople -- Selecting and Hiring Applicants -- Developing, Delivering, and Reinforcing a Sales Training Program -- Directing Sales Force Operations -- Motivating a Sales Force -- Sales Force Compensation -- Sales Force Expenses and Transportation -- Leadership of a Sales Force -- Sales Planning -- Estimating Market Potential and Forecasting Sales -- Sales Territories -- Evaluating Sales Performance -- Analysis of Sales Volume -- Marketing Cost and Profitability Analysis -- Evaluating a Salesperson Performance -- Ethical and Legal Responsibilities of Sales Managers.
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