Sales management /
Donaldson, Bill, 1948-
Sales management / Bill Donaldson. - Basingstoke : Macmillan, 1990. - 302 p. ; 25 cm. + pbk. - Macmillan studies in marketing management . - Macmillan studies in marketing management .
Includes bibliographical references and index.
The role of selling and sales management -- Types of selling -- Characteristics of salespeople -- Buyer-seller interaction -- Information for sales operations -- Choices in salesforce organisation -- Territory management -- Setting sales targets -- Recruitment and selection -- Training -- Leadership and supervision -- Remuneration -- Motivation -- Evaluation and controll
0333473833
g 00126935
Sales management.
658.81
Sales management / Bill Donaldson. - Basingstoke : Macmillan, 1990. - 302 p. ; 25 cm. + pbk. - Macmillan studies in marketing management . - Macmillan studies in marketing management .
Includes bibliographical references and index.
The role of selling and sales management -- Types of selling -- Characteristics of salespeople -- Buyer-seller interaction -- Information for sales operations -- Choices in salesforce organisation -- Territory management -- Setting sales targets -- Recruitment and selection -- Training -- Leadership and supervision -- Remuneration -- Motivation -- Evaluation and controll
0333473833
g 00126935
Sales management.
658.81