MTU Cork Library Catalogue

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Sales management / Bill Donaldson.

By: Donaldson, Bill, 1948-.
Material type: materialTypeLabelBookSeries: Macmillan studies in marketing management: Publisher: Basingstoke : Macmillan, 1990Description: 302 p. ; 25 cm. + pbk.ISBN: 0333473833 .Subject(s): Sales managementDDC classification: 658.81
Contents:
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
Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
General Lending MTU Bishopstown Library Store Item 658.81 (Browse shelf(Opens below)) 1 Available 00157980
Total holds: 0

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

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