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关键词：
Management of a Sales Force
书目信息
ISBN：
9780073529776（13位）
中图分类号：
F7
杜威分类号：
中文译名：
销售团队管理，第12版
作者：
Spiro
编者：
语种：
English
出版信息
出版社：
McGraw-Hill
出版地：
出版年：
2007
版本：
12e
版本类型：
原版
丛书题名：
卷期：
文献信息
关键词：
Advertising/Marketing
前言：
摘要：
内容简介：
Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making Management of A Sales Force, 12e, by far the most current sales management textbook on the market.
目次：
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 Quotas & Expenses. Chapter 11: Leadership of a Sales Force. PART IV: Sales Planning. Chapter 12: Sales Forecasting and Developing Budgets. Chapter 13: Sales Territories. PART V: Evaluating Sales Performance. Chapter 14: Analysis of Sales Volume. Chapter 15: Marketing Cost and Profitability Analysis. Chapter 16: Evaluating a Salesperson's Performance. Chapter 17: Ethical and Legal Responsibilities of Sales Managers. Appendix A: Integrative Cases. Appendix B: Careers in Sales Management.
附录：
全文链接：
读者对象：
实体信息
页码：
608
装帧：
Hard
尺寸：
其它形态细节：
其它信息
原价：
USD
145.0000
原版ISBN：
其它ISBN：
图书特色：
书评：
扩展信息
Isbn：
007352977X
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