Donaldson, Bill,  1948- <br/><br/>
Sales management / 
Bill Donaldson. 
 - Basingstoke :  Macmillan,  1990. 
 - 302 p. ;  25 cm. +  pbk. 
 - Macmillan studies in marketing management .
 - Macmillan studies in marketing management .
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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 
<br/><br/><label>ISBN: </label>0333473833  
<br/><br/><label>LCCN: </label>g  00126935 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>Dewey Class. No.: </label>658.81