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Sales management : analysis and decision making / Thomas N. Ingram ... [et al.].

Contributor(s): Ingram, Thomas N.
Publisher: Armonk, N.Y. : M.E. Sharpe, c2009Edition: 7th ed.Description: xxiii, 398 p. : ill. ; 28 cm.ISBN: 9780765622594 (pbk.); 0765622599 (pbk.).Subject(s): Sales managementDDC classification: 658.81
Contents:
Ch. 1. Changing World of Sales Management -- Pt. 1. Describing the Personal Selling Function -- Ch. 2. Overview of Personal Selling -- Pt. 2. Defining the Strategic Role of the Sales Function -- Ch. 3. Organizational Strategies and the Sales Function -- Ch. 4. Sales Organization Structure and Salesforce Deployment -- Appendix 4. Developing Forecasts -- Pt. 3. Developing the Salesforce -- Ch. 5. Acquiring Sales Talent: Recruitment and Selection -- Ch. 6. Continual Development of the Salesforce: Sales Training -- Pt. 4. Directing the Salesforce -- Ch. 7. Sales Leadership, Management, and Supervision -- Ch. 8. Motivation and Reward System Management -- Pt. 5. Determining Salesforce Effectiveness and Performance -- Ch. 9. Evaluating the Effectiveness of the Organization -- Ch. 10. Evaluating the Performance of Salespeople -- Cases.
Summary: "The new Seventh Edition of Sales Management blends the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies." "Sales Management includes current coverage of the trends and issues in sales management and equips students with a strong foundation and skills necessary for the 21st century."--BOOK JACKET.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 1, TierNo 2, BayNo 3

 658.81 SAL (Browse shelf) 1 Available TBSxx,34007,03,AD 5000002840

Includes bibliographical references (p. 367-383) and index.

Ch. 1. Changing World of Sales Management -- Pt. 1. Describing the Personal Selling Function -- Ch. 2. Overview of Personal Selling -- Pt. 2. Defining the Strategic Role of the Sales Function -- Ch. 3. Organizational Strategies and the Sales Function -- Ch. 4. Sales Organization Structure and Salesforce Deployment -- Appendix 4. Developing Forecasts -- Pt. 3. Developing the Salesforce -- Ch. 5. Acquiring Sales Talent: Recruitment and Selection -- Ch. 6. Continual Development of the Salesforce: Sales Training -- Pt. 4. Directing the Salesforce -- Ch. 7. Sales Leadership, Management, and Supervision -- Ch. 8. Motivation and Reward System Management -- Pt. 5. Determining Salesforce Effectiveness and Performance -- Ch. 9. Evaluating the Effectiveness of the Organization -- Ch. 10. Evaluating the Performance of Salespeople -- Cases.

"The new Seventh Edition of Sales Management blends the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies." "Sales Management includes current coverage of the trends and issues in sales management and equips students with a strong foundation and skills necessary for the 21st century."--BOOK JACKET.

Australian Degree Programme : MARK2013