Amazon cover image
Image from Amazon.com

Sales management : shaping future sales leaders / John F. Tanner, Earl D. Honeycutt, Robert Erffmeyer.

By: Contributor(s): Material type: TextTextLanguage: English Publication details: Harlow, England : Pearson Education, 2014.Edition: 1st ed., New international editionDescription: 453 pages : illustrations (chiefly color) ; 28 cm.ISBN:
  • 9781292023458
Subject(s): LOC classification:
  • HF5438.4 .T36
Online resources:
Contents:
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
Courses that have reserved this title:
  • B1S1 Sales: Effective Methods and Behaviours
Summary: 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.
Holdings
Item type Current library Collection Call number URL Status Date due Barcode
eBook TBS Barcelona HF5438.4 TAN (Browse shelf(Opens below)) Link to resource Available
Book TBS Barcelona Core Textbooks HF5438.4 TAN (Browse shelf(Opens below)) Available B03745
Book TBS Barcelona Core Textbooks HF5438.4 TAN (Browse shelf(Opens below)) Available B03746
Book TBS Barcelona Core Textbooks HF5438.4 TAN (Browse shelf(Opens below)) Not for loan B03747

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.

B1S1 Sales: Effective Methods and Behaviours

Powered by Koha