(销售管理)Sales Management
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作者： Robert J. Calvin著
出 版 社： 人民出版社
出版时间： 2001-12-1字数：版次： 1页数： 251印刷时间： 2004/03/01开本：印次：纸张： 胶版纸I S B N ： 9780071435352包装： 平装内容简介
THE MCGRAW-HILL EXECUTIVE MBA SERIES
"Executive education is suddenly every CEO's favorite strategic weapon."--BusinessWeek
Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
作者简介
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. Calvin is also president of Management Dimensions, Inc., an international consulting firm specializing in sales man-agement training, sales training, marketing, and strategy. He is the author of Entrepreneurial Management.
目录
PART ONE CREATING THE SALESFORCE
Chapter 1 People, Process, Technology, and Performance
Chapter 2 Hiring the Best, Terminating the Rest
Chapter 3 Training for Results
Chapter 4 Sales Force Compensation
PART TWO STRATEGY AND THE FIRM
Chapter 5 Sales Force Organization and Architecture
Chapter 6 Sales Forecasting and Sales Planning
Chapter 7 Motivating Salespeople
PART THREE PERFECTING THE PROGRAM
Chapter 8 Performance Evaluations
Chapter 9 Sales Force Automation
Index
