Sales Management

Name: Sales Management
Price: 2.54 USD
Availability: InStock
ISBN: 9780071435352

ISBN-10: 0071435352

ISBN-13: 9780071435352

Edition: 2nd 2004 (Revised)

Authors: Robert J. Calvin

List price: $19.00

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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.

Book details

List price: $19.00
Edition: 2nd
Copyright year: 2004
Publisher: McGraw-Hill Education
Publication date: 3/12/2004
Binding: Paperback
Pages: 264
Size: 6.00" wide x 9.00" long x 0.61" 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