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9780324027389

How to Climb the Sales Pyramid : From Sales to Senior Management

by ; ; ;
  • ISBN13:

    9780324027389

  • ISBN10:

    0324027389

  • Format: Paperback
  • Copyright: 1999-11-01
  • Publisher: Cengage Learning College
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Summary

Provides real-world wisdom and practical examples, from entry-level opportunities, how to get the first interview working as a member of the sales management team, from learning key manage- ment skills and techniques and applying them in everyday business activities. Softcover. DLC: Sales management--Vocational guidance.

Table of Contents

The Dramatic Changes and Opportunities in Sales
1(14)
What Salespeople Do
15(14)
Getting a Sales Job: An Applicant's View of the Recruiting Process
29(12)
The Selling Process and Beyond
41(22)
The Salesperson as a Business Manager
63(14)
Ethical and Legal Issues in Personal Selling and Sales Management
77(18)
The Sales Management Process
95(20)
Developing Sales Strategy
115(14)
Staffing by Field Managers
129(20)
Training, Coaching, and Developing Salespeople
149(22)
Helping Salespeople to Motivate Themselves
171(24)
Sales Quality Management
195(22)
Evaluating Sales Performance
217(24)
Compensation and Other Reward Systems
241(22)
General Sales Management: The View from the Top
263(22)
Creating a Sales Information System
285(30)
Organizing and Innovating the Selling Process
315(20)
Sales Force Automation
335(24)
Name Index 359(2)
Company Index 361(4)
Subject Index 365

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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