Sales Management

Name: Sales Management
Price: 3.59 USD
Availability: InStock
ISBN: 9780071364348

ISBN-10: 007136434X

ISBN-13: 9780071364348

Edition: 2001

Authors: Robert J. Calvin

List price: $29.95

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Description:

This is a guide to increasing sales productivity. The book shows what sales executives need to do to inspire their sales forces to increse productivity, through customer service, equitable compensation plans, e-commerce, sales force automation and more.

Book details

List price: $29.95
Copyright year: 2001
Publisher: McGraw-Hill Companies, The
Binding: Hardcover
Pages: 251
Size: 6.25" wide x 9.00" long x 1.25" tall
Weight: 1.232
Language: English

Robert J. Calvin (Chicago, IL) is president of Management Dimensions, a sales training and management firm, and adjunct professor at the University of Chicago Graduate School of Business.



Creating the Salesforce


People, Process, Technology, and Performance


Hiring the Best, Terminating the Rest


Training for Results


Sales Force Compensation


Strategy and the Firm


Sales Force Organization and Architecture


Sales Forecasting and Sales Planning


Motivating Salespeople


Perfecting the Program


Performance Evaluations


Sales Force Automation