Buch, Englisch, 422 Seiten, Format (B × H): 156 mm x 216 mm, Gewicht: 816 g
The Reality of Profitability
Buch, Englisch, 422 Seiten, Format (B × H): 156 mm x 216 mm, Gewicht: 816 g
ISBN: 978-1-56024-946-7
Verlag: Taylor & Francis Inc
- how to recruit salespeople
- motivation procedures
- gender and racial diversity of the sales force
- how to plan and conduct a training program
- effective selling techniques
- how to develop brand awareness
- new sales technology
- how to determine pricing and discount policies
- compensation policies
- how to determine transportation policies
- control and evaluation procedures
- how to effectively interact with marketingAnyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.
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Contents
Preface - Section 1: Sales Management--The Scenario - The Role of Sales and Sales Management in Marketing - Preparing for the Sale - The Sales Presentation - Section 2: Sales Management Policies and Procedures - Sales Policies - Sales Planning - Organizing the Sales Effort - Ethical and Legal Aspects of Selling - Section 3: Management of the Sales Force - Recruiting and Selecting the Salespeople - Planning and Conducting a Sales Training Program - Motivating the Sales Force - Compensating Sales Personnel - Determining Sales Territories - Controlling and Evaluating Sales Personnel - Index