452 Pages
by
Routledge
452 Pages
by
Routledge
400 Pages
by
Routledge
Also available as eBook on:
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... Read more
Functions and organization of the sales force - Roles and functions in the sales force; Sales structures and organization; Developing a motivating sales environment - Motivational management in the sales force; Sales management by objectives; Motivating through rewards and incentives; Providing appraisals and feedback for motivation, training and discipline; Communication in the sales force; Sales meetings and conferences; Sales recruitment and training - Recruitment and selection in the sales force; Basic sales training; Field sales training; Planning, forecasting and performance monitoring - The planning process; Sales forecasting; Performance monitoring; Management and control of the sales force - Territory management; Sales force administration; Sales management control; Developing the business - Trade development; Sales promotion; Merchandising at the point of sale; Key account management; Alternative sales or distribution operations; Developing international markets; Index.
Biography
Chris J. Noonan
