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[ subject:"Sales management" ]
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Sales management
~
Chartered Institute of Marketing.
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Sales management
紀錄類型:
書目-語言資料,印刷品 : Monograph/item
正題名/作者:
Sales management/ Chris J. Noonan.
作者:
Noonan, Chris J.
出版者:
Oxford ;Butterworth-Heinemann, : 1998.,
面頁冊數:
xv, 433 p. :ill. ;25 cm.
附註:
Includes index.
內容註:
Functions and organization of the sales force; Developing a motivating sales environment; Sales recruitment and training; Planning, forecasting and performance monitoring; Management and control of the sales force; Developing the business; Index.
標題:
Sales management - Handbooks, manuals, etc. -
電子資源:
http://www.sciencedirect.com/science/book/9780750633611An electronic book accessible through the World Wide Web; click for information
ISBN:
0750633611
Sales management
Noonan, Chris J.
Sales management
[electronic resource] /Chris J. Noonan. - Oxford ;Butterworth-Heinemann,1998. - xv, 433 p. :ill. ;25 cm. - The marketing series. - Marketing series (London, England).
Includes index.
Functions and organization of the sales force; Developing a motivating sales environment; Sales recruitment and training; Planning, forecasting and performance monitoring; Management and control of the sales force; Developing the business; Index.
Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations. Comprehensive reference guide to sales management Gives detailed and practical advice on how to manage your sales force Extensive use of diagrams and the most comprehensive checklists available.
Electronic reproduction.
Amsterdam :
Elsevier Science & Technology,
2009.
Mode of access: World Wide Web.
ISBN: 0750633611
Source: 94722:94721Elsevier Science & Technologyhttp://www.sciencedirect.comSubjects--Topical Terms:
1068863
Sales management
--Handbooks, manuals, etc.Index Terms--Genre/Form:
542853
Electronic books.
LC Class. No.: HF5438.4 / .N66 1998
Dewey Class. No.: 658.81
Sales management
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Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations. Comprehensive reference guide to sales management Gives detailed and practical advice on how to manage your sales force Extensive use of diagrams and the most comprehensive checklists available.
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