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Management of a sales force / Rosann L Spiro; William J Stanton; Gregory A Rich

By: Spiro, Rosann LContributor(s): Stanton, William J | Rich, Gregory AMaterial type: TextTextLanguage: English Series: McGraw-Hill/Irwin series in marketingPublication details: Boston : McGraw-Hill/Irwin, c2003. Edition: 11th edDescription: xxiii, 564 p. : ill. ; 26 cmISBN: 0072398876 (alk. paper); 9780072398878; 0071198989 (international ed. : alk. paper); 9780071198981Subject(s): Sales managementDDC classification: 658.81 LOC classification: HF5438.4 | .S78 2003Online resources: Table of contents | Publisher description | Contributor biographical information | WorldCat details
Contents:
TOC 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's performance -- Ethical and legal responsibilities of sales managers.
Summary: Summary: Covers the concepts, and applies the theories associated with managing a sales force. This text offers a practical, applied, and student friendly approach.
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Item type Current library Collection Call number Copy number Status Date due Barcode Item holds
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-1 Not For Loan 11405
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-3 Available 11407
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-4 Available 11408
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-5 Available 11409
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-6 Available 11410
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-7 Available 11411
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-8 Available 11412
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-9 Available 11413
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-10 Available 11414
Text Text EWU Library
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Non-fiction 658.81 SPM 2003 (Browse shelf(Opens below)) C-12 Available 11416
Total holds: 0

Accession no. 11415 lost & replace by faculty, has given latest 12th ed.

Rev. ed. of: Management of a sales force / William J. Stanton, Rosann Spiro. 10th ed. c1999.

Includes bibliographical references and indexes.

TOC 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's performance --
Ethical and legal responsibilities of sales managers.

Summary:
Covers the concepts, and applies the theories associated with managing a sales force. This text offers a practical, applied, and student friendly approach.

BA

Sagar Shahanawaz

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