Management of a sales force / Rosann L. Spiro, William J. Stanton, Gregory A. Rich
Tipo de material:
TextoDetalles de publicación: Boston : McGraw-Hill Irwin, 2003 Edición: 11th international editionDescripción: XXIII, 564 p. : il. ; 26 cmISBN: 0-07-119898-9Tema(s): Marketing | VentaResumen: This text covers the concepts and applies the theories associated with managing a sales force.Resumen: INDICE: Part 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 Expenses and Transportation... Etc.
| Tipo de ítem | Biblioteca de origen | Signatura | URL | Estado | Fecha de vencimiento | Código de barras | Reserva de ítems |
|---|---|---|---|---|---|---|---|
| Monografías | 07. BIBLIOTECA CIENCIAS SOCIALES Y JURÍDICAS | 658.8/SPI/man (Navegar estantería(Abre debajo)) | Texto completo | Disponible Ubicación en estantería | Bibliomaps® | 3741425110 | ||
| Monografías | 07. BIBLIOTECA CIENCIAS SOCIALES Y JURÍDICAS | 658.8/SPI/man (Navegar estantería(Abre debajo)) | Texto completo | Disponible Ubicación en estantería | Bibliomaps® | 3741325250 | ||
| Préstamo horas | 07. BIBLIOTECA CIENCIAS SOCIALES Y JURÍDICAS | 658.8/SPI/man (Navegar estantería(Abre debajo)) | Texto completo | Disponible (Uso restringido) Ubicación en estantería | Bibliomaps® | 3741325312 |
Indice
This text covers the concepts and applies the theories associated with managing a sales force.
INDICE: Part 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 Expenses and Transportation... Etc.
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