Sales management

By: Robert J. CalvinPublication details: New Delhi : Tata McGraw-Hill, 2002. Description: v, 253 p. : ill. ; 23 cmISBN: 0070486913Subject(s): 1. Sales managementDDC classification: 658.81 CAL

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Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Lending	Villa College QI Campus	Villa College Library	658.81 CAL (Browse shelf(Opens below))	Available		3407

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Contents:
Pt. 1. Creating the Sales force.
Ch. 1. People, Process, Technology, and Performance.
Ch. 2. Hiring the Best, Terminating the Rest.
Ch. 3. Training for Results.
Ch. 4. Sales Force Compensation.
Pt. 2. Strategy and the Firm.
Ch. 5. Sales Force Organization and Architecture.
Ch. 6. Sales Forecasting and Sales Planning.
Ch. 7. Motivating Salespeople.
Pt. 3. Perfecting the Program.
Ch. 8. Performance Evaluations.
Ch. 9. Sales Force Automation

Includes index.

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