Sales Management

ISBN-10: 0071435352

ISBN-13: 9780071435352

Edition: 2nd 2004 (Revised)

Authors: Robert J. Calvin

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In this book, Calvin explains why a sales force is no better than its management and why a sales manager's job is to get work done through other people. He explains that the sales manager's job is to make heroes out of his sales force - and shows how to do so.
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Book details

List price: $19.00
Edition: 2nd
Copyright year: 2004
Publisher: McGraw-Hill Companies, The
Publication date: 3/12/2004
Binding: Paperback
Pages: 264
Size: 6.00" wide x 10.00" long x 0.75" tall
Weight: 0.792
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
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