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(销售管理)Sales Management书籍详细信息
- ISBN：9780071435352
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2001-12
- 页数：288
- 价格：63.40
- 纸张：胶版纸
- 装帧：平装
- 开本：暂无开本
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
THE MCGRAW-HILL EXECUTIVE MBA SERIES
"Executive education is suddenly every CEO's favorite strategic weapon."--BusinessWeek
Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
书籍目录：
PART ONE CREATING THE SALESFORCE
Chapter 1 People, Process, Technology, and Performance
Chapter 2 Hiring the Best, Terminating the Rest
Chapter 3 Training for Results
Chapter 4 Sales Force Compensation
PART TWO STRATEGY AND THE FIRM
Chapter 5 Sales Force Organization and Architecture
Chapter 6 Sales Forecasting and Sales Planning
Chapter 7 Motivating Salespeople
PART THREE PERFECTING THE PROGRAM
Chapter 8 Performance Evaluations
Chapter 9 Sales Force Automation
Index
作者介绍：
Robert J.Calvin, is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. Calvin is also president of Management Dimensions, Inc., an internatio
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书籍介绍
Publisher Comments :
The Handy Paperback Edition of McGraw-Hill's One-Volume, MBA-Level Course on Sales Management
The hardcover edition of McGraw-Hill's Sales Management is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.
Look to this all-in-one sales manager's guide for comprehensive facts and analysis on:
1.Strategy and objectives
2.Hiring
3.Training
4.Compensation
5.Organization
6.Deployment
7.Forecasts
8.Sales plans
9.Nonmonetary motivators
10.Sales force automation
11.Performance evaluations
As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals--and mold that team into a motivated and cohesive sales unit--in Sales Management.
Look to the McGRAW-HILL EXECUTIVE MBA SERIES for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. Other paperback titles in the series include:
1.Finance and Accounting for Nonfinancial Managers
2.Mergers & Acquisitions
3.Corporate Strategy
Synopsis:
THE MCGRAW-HILL EXECUTIVE MBA SERIES
"Executive education is suddenly every CEO's favorite strategic weapon."
--BusinessWeek
Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
Book Dimension
Height (mm) 226 Width (mm) 152
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