| 000 | 01752nam a2200229Ia 4500 | ||
|---|---|---|---|
| 999 |
_c1036 _d1036 |
||
| 020 | _a007352977X | ||
| 020 | _a9780073529776 | ||
| 020 | _a9780071259446 | ||
| 020 | _a0071259449 | ||
| 050 | 0 | 0 |
_aHF5438.4 _b.S78 |
| 100 | 1 | _aSpiro, Rosann L. | |
| 245 | 1 | 0 |
_aManagement of a sales force / _cRosann L. Spiro, Gregory A. Rich, William J. Stanton. |
| 250 | _a12th ed. | ||
| 260 |
_aBoston : _bMcGraw-Hill/Irwin, _c2008. |
||
| 300 |
_axxiii, 584 p. : _billus., maps, fig. ; _c25 cm. |
||
| 500 | _aIncludes index | ||
| 505 | _aPART I: Introduction to Sales Force Management Chapter 1: The Field of Sales Force Management Chapter 2: Strategic Sales Force Management Chapter 3: Personal Selling Process PART II: Organizing, Staffing, and Training a Sales Force Chapter 4: Sales Force Organization Chapter 5: Profiling and Recruiting Salespeople Chapter 6: Selecting and Hiring Applicants Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program PART III: Directing Sales Force Operations Chapter 8: Motivating a Sales Force Chapter 9: Sales Force Compensation Chapter 10: Sales Force Quotas & Expenses Chapter 11: Leadership of a Sales Force PART IV: Sales Planning Chapter 12: Sales Forecasting and Developing Budgets Chapter 13: Sales Territories PART V: Evaluating Sales Performance Chapter 14: Analysis of Sales Volume Chapter 15: Marketing Cost and Profitability Analysis Chapter 16: Evaluating a Salesperson's Performance Chapter 17: Ethical and Legal Responsibilities of Sales Managers Appendix A: Integrative Cases Appendix B: Careers in Sales Management. | ||
| 650 | 0 | _aSales management. | |
| 700 | 1 | _aStanton, William J. | |
| 700 | 1 | _aRich, Gregory A. | |
| 942 | _cBK | ||