Management of a sales force / Rosann L Spiro; William J Stanton; Gregory A Rich
Material type: TextLanguage: 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 detailsItem type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | Item holds |
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Text | Dr. S. R. Lasker Library, EWU Reserve Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-1 | Not For Loan | 11405 | ||
Text | Dr. S. R. Lasker Library, EWU Reserve Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-2 | Not For Loan | 11406 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-3 | Available | 11407 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-4 | Available | 11408 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-5 | Available | 11409 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-6 | Available | 11410 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-7 | Available | 11411 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-8 | Available | 11412 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-9 | Available | 11413 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-10 | Available | 11414 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 SPM 2003 (Browse shelf(Opens below)) | C-12 | Available | 11416 |
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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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