Sales management / Bill Donaldson.
By: Donaldson, Bill.
Material type: BookSeries: Macmillan studies in marketing management: Publisher: Basingstoke : Macmillan, 1990Description: 302 p. ; 25 cm. + pbk.ISBN: 0333473833 .Subject(s): Sales managementDDC classification: 658.81Item 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 |
Browsing MTU Bishopstown Library shelves, Shelving location: Store Item Close shelf browser (Hides shelf browser)
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