a primer for frontier markets Hinson, Robert creator Adeola, Ogechi Amartey, Abednego Feehi Okoe text Charlotte, NC Information Age Publishing Inc. c2019 monographic xii, 229 pages ; Illustrations 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. Includes index Selling Sales management Customer relations HF5438.25 HIN 9781641133463 (pbk.) 9781641133470 (harcover)