|
Sales Management (Executive MBA Series)
|
| List Price: | £9.99 |
| Price: | £4.09 |
Availability: Usually dispatched within 1-2 business days
Dispatched from and sold by the_book_depository
48 new or used available from £4.02
Average customer review:
Product Description
A sales force is no better than its management'and Sales Management supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales and sales management and determining the best methods for organizing, deploying, and motivating today's changing sales force.rce.
Product Details
- Amazon Sales Rank: #53736 in Books
- Published on: 2004-03-01
- Number of items: 1
- Binding: Paperback
- 288 pages
Editorial Reviews
Synopsis
This is 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: strategy and objectives; hiring; training; compensation; organization; deployment; forecasts; sales plans; nonmonetary motivators; sales force automation; and, 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.
From the Back Cover
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:
- Strategy and objectives
- Hiring
- Training
- Compensation
- Organization
- Deployment
- Forecasts
- Sales plans
- Nonmonetary motivators
- Sales force automation
- 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:
- Finance and Accounting for Nonfinancial Managers
- Mergers & Acquisitions
- Corporate Strategy
About the Author
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. Dr. Calvin is also president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy. He is the author of Entrepreneurial Management.
Customer Reviews
A REAL IN SIGHT
This outstanding publication by Calvin gives a real in sight into not only the characteristics of a sales manager but also the mindsets of different sale people. It takes you through all the important steps, from creating your sales team to motivating them and perfecting the operation. It gives details on discipline, both negative and positive, moving into the effectiveness these have. An essential addition to any sales managers or even salesman’s bookshelf.
