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

Contributor(s): Ingram, Thomas NMaterial type: TextTextLanguage: English Publication details: Mason, Ohio : Thomson/South-Western, c2004. Edition: 5th edDescription: xxi, 420 p. : ill. ; 28 cmISBN: 0324191081 (pbk.); 9780324191080Subject(s): Sales managementDDC classification: 658.81 LOC classification: HF5438.4 | .I54 2004Online resources: WorldCat details
Contents:
TOC Changing World of Sales Management -- Describing the Personal Selling Function -- Overview of Personal Selling -- Sales Careers -- Defining the Strategic Role of the Sales Function -- Organizational Strategies and the Sales Function -- Sales Organization Structure and Salesforce Deployment -- Developing Forecasts -- Developing the Salesforce -- Staffing the Salesforce: Recruitment and Selection -- Continual Development of the Salesforce: Sales Training -- Directing the Salesforce -- Sales Management Leadership and Supervision -- Motivation and Reward System Management -- Determining Salesforce Effectiveness and Performance -- Evaluating the Effectiveness of the Organization -- Evaluating the Performance of Salespeople.
Summary: Summary: "Sales Management: Analysis and Decision Making, 5e blends the most recent sales management research with real-life "best practices" of leading sales organizations. This text continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies."--BOOK JACKET.
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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode Item holds
Text Text Dr. S. R. Lasker Library, EWU
Reserve Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-1 Not For Loan 13532
Text Text Dr. S. R. Lasker Library, EWU
Reserve Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-2 Not For Loan 13533
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-3 Available 13534
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-4 Available 13535
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-5 Available 13536
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-6 Available 13537
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-7 Available 13538
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-8 Available 13539
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-9 Available 13540
Text Text Dr. S. R. Lasker Library, EWU
Circulation Section 		Non-fiction 658.81 SAL 2004 (Browse shelf(Opens below)) C-10 Available 13541
Total holds: 0

Includes bibliographical references (p. 391-408) and index.

TOC Changing World of Sales Management --
Describing the Personal Selling Function --
Overview of Personal Selling --
Sales Careers --
Defining the Strategic Role of the Sales Function --
Organizational Strategies and the Sales Function --
Sales Organization Structure and Salesforce Deployment --
Developing Forecasts --
Developing the Salesforce --
Staffing the Salesforce: Recruitment and Selection --
Continual Development of the Salesforce: Sales Training --
Directing the Salesforce --
Sales Management Leadership and Supervision --
Motivation and Reward System Management --
Determining Salesforce Effectiveness and Performance --
Evaluating the Effectiveness of the Organization --
Evaluating the Performance of Salespeople.

Summary:
"Sales Management: Analysis and Decision Making, 5e blends the most recent sales management research with real-life "best practices" of leading sales organizations. This text continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies."--BOOK JACKET.

BA

Sagar Shahanawaz

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