TY  - BOOK
AU  - Tanner, John F. Jr
AU  - Erffmeyer, Robert C.
AU  - Honeycutt, Earl D.
TI  - Sales management: : shaping future sales leaders
SN  - 9781292023458
AV  - HF5438.4 .T36
PY  - 2014///
CY  - Harlow, England
PB  - Pearson Education
KW  - Sales management
KW  - Selling
KW  - Case studies
N1  - 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; B1S1 Sales: Effective Methods and Behaviours
N2  - 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
UR  - https://research.ebsco.com/linkprocessor/plink?id=ae20cc12-df06-393a-ad67-c5105c901ce6
ER  -