Sales management : shaping future sales leaders / John F. Tanner, Earl D. Honeycutt, Robert Erffmeyer.
Material type:![Text](/opac-tmpl/lib/famfamfam/BK.png)
- 9781292023458
- HF5438.4 .T36
Item type | Current library | Call number | Status | Date due | Barcode |
---|---|---|---|---|---|
Recommended bibliography book | TBS Barcelona | HF5438.4 TAN (Browse shelf(Opens below)) | Available | B03745 | |
Recommended bibliography book | TBS Barcelona | HF5438.4 TAN (Browse shelf(Opens below)) | Available | B03746 | |
Recommended bibliography book | TBS Barcelona | HF5438.4 TAN (Browse shelf(Opens below)) | Not for loan | B03747 |
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HF5438.4 TAN Sales management : shaping future sales leaders | HF5438.4 TAN Sales management : shaping future sales leaders | HF5438.4 TAN Sales management : shaping future sales leaders |
Includes bibliographical references and indexes.
Introduction to sales management -- The sales function and multi-sales channels -- Leadership and the sales executive -- Ethics, the law, and sales leadership -- Business-to-business (b2b) sales and customer relationship management -- Leveraging information technologies -- Designing and organizing the sales force -- Recruiting and selecting the right salespeople -- Training and developing the sales force -- Supervising, managing, and leading salespeople individually and in teams -- Setting goals and managing the sales force’s performance -- Motivating and rewarding salespeople -- Turning customer information into knowledge -- Assessing the performance of the sales force and the people who comprise it -- Internal and external cultural forces that affect a firm’s sales performance -- Cases -- Index
For courses in sales management. Sales Management, 1st edition, is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities.
Bibliography from B1 Sales effective methods and behaviours