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Sales management demystified : a self-teaching guide / Robert J. Calvin.

Calvin, Robert J. (Author).
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Electronic resources

Available copies

  • 1 of 1 copy available at Evergreen Indiana.

Current holds

0 current holds with 1 total copy.

Location Call Number / Copy Notes Barcode Shelving Location Status Due Date
Pike Co PL - Petersburg Main Library YA 510 DEMY (Text) 38650833437153 YA NON-FIC Available -

Record details

  • ISBN: 0071486542 (pbk. : alk. paper)
  • Physical Description: xiii, 400 p. : ill. ; 23 cm.
  • Publisher: New York : McGraw-Hill, c2007.

Content descriptions

General Note:
Includes index.
Formatted Contents Note:
Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts.
Subject: Sales management.

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