Sales Force Management
-15%
portes grátis
Sales Force Management
Hair, Joseph F., Jr.; Mehta, Rajiv; Anderson, Rolph; Babin, Barry
John Wiley & Sons Inc
10/2020
544
Mole
Inglês
9781119702832
15 a 20 dias
932
Descrição não disponível.
Preface xxiii
About the Authors xxxi
1 Introduction to Sales Force Management and Its Evolving Roles 1
2 Managing Ethics in a Sales Environment 30
3 Customer Relationship Management (CRM) and Building Partnerships 62
4 The Selling Process 96
5 Sales Forecasting and Budgeting 125
6 Sales Force Planning and Organizing 155
7 Time and Territory Management 187
8 Recruiting and Selecting the Sales Force 215
9 Training the Sales Force 251
10 Sales Force Leadership 285
11 Sales Force Motivation 333
12 Sales Force Compensation 371
13 Sales Organization Audit and Sales Analytics 403
14 Sales Force Performance Evaluation 438
Glossary G-1
Index I-1
About the Authors xxxi
1 Introduction to Sales Force Management and Its Evolving Roles 1
2 Managing Ethics in a Sales Environment 30
3 Customer Relationship Management (CRM) and Building Partnerships 62
4 The Selling Process 96
5 Sales Forecasting and Budgeting 125
6 Sales Force Planning and Organizing 155
7 Time and Territory Management 187
8 Recruiting and Selecting the Sales Force 215
9 Training the Sales Force 251
10 Sales Force Leadership 285
11 Sales Force Motivation 333
12 Sales Force Compensation 371
13 Sales Organization Audit and Sales Analytics 403
14 Sales Force Performance Evaluation 438
Glossary G-1
Index I-1
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
sales management; sales management textbook; sales management guide; sales management student; sales force management; sales management ethics; sales force analytics; sales force performance; sales force customer relationships; sales management cases
Preface xxiii
About the Authors xxxi
1 Introduction to Sales Force Management and Its Evolving Roles 1
2 Managing Ethics in a Sales Environment 30
3 Customer Relationship Management (CRM) and Building Partnerships 62
4 The Selling Process 96
5 Sales Forecasting and Budgeting 125
6 Sales Force Planning and Organizing 155
7 Time and Territory Management 187
8 Recruiting and Selecting the Sales Force 215
9 Training the Sales Force 251
10 Sales Force Leadership 285
11 Sales Force Motivation 333
12 Sales Force Compensation 371
13 Sales Organization Audit and Sales Analytics 403
14 Sales Force Performance Evaluation 438
Glossary G-1
Index I-1
About the Authors xxxi
1 Introduction to Sales Force Management and Its Evolving Roles 1
2 Managing Ethics in a Sales Environment 30
3 Customer Relationship Management (CRM) and Building Partnerships 62
4 The Selling Process 96
5 Sales Forecasting and Budgeting 125
6 Sales Force Planning and Organizing 155
7 Time and Territory Management 187
8 Recruiting and Selecting the Sales Force 215
9 Training the Sales Force 251
10 Sales Force Leadership 285
11 Sales Force Motivation 333
12 Sales Force Compensation 371
13 Sales Organization Audit and Sales Analytics 403
14 Sales Force Performance Evaluation 438
Glossary G-1
Index I-1
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
