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Sales management : a primer for frontier markets /

By: Contributor(s): Material type: TextTextPublication details: Charlotte, NC : Information Age Publishing Inc., c2019Description: xii, 229 pages ; IllustrationsISBN:
  • 9781641133463 (pbk.)
  • 9781641133470 (harcover)
Subject(s): LOC classification:
  • HF5438.25 HIN
Contents:
An introduction to personal selling -- The personal selling process -- General sales management -- Developing sales forecasts -- Field sales management : organising the sales effort -- Sales force planning, recruitment and selection -- Sales training -- Sales force reward systems and compensation plans -- Information management and customer relationship management -- Leading the sales force -- Evaluating sales force performance -- Answers to one quick quiz.
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Holdings
Item type Current library Call number Status Date due Barcode
Book GIMPA Main Reference Section HF5438.25 HIN (Browse shelf(Opens below)) Available 68370
Book GIMPA Main General Stack HF5438.25 HIN (Browse shelf(Opens below)) Available 68371
Book GIMPA Main General Stack HF5438.25 HIN (Browse shelf(Opens below)) Available 68373
Book GIMPA Main General Stack HF5438.25 HIN (Browse shelf(Opens below)) Available 68372

Includes index

An introduction to personal selling -- The personal selling process -- General sales management -- Developing sales forecasts -- Field sales management : organising the sales effort -- Sales force planning, recruitment and selection -- Sales training -- Sales force reward systems and compensation plans -- Information management and customer relationship management -- Leading the sales force -- Evaluating sales force performance -- Answers to one quick quiz.

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