MARC Record from Library of Congress

LEADER: 01870cam a2200265 a 4500
001 2006038612
003 DLC
005 20070623081555.0
008 061117s2007 nyua 001 0 eng
010 $a 2006038612
020 $a0071486542 (pbk. : alk. paper)
040 $aDLC$cDLC$dDLC
050 00 $aHF5438.4$b.C345 2007
082 00 $a658.8/1$222
100 1 $aCalvin, Robert J.
245 10 $aSales management demystified :$ba self-teaching guide /$cRobert J. Calvin.
260 $aNew York :$bMcGraw-Hill,$cc2007.
300 $axiii, 400 p. :$bill. ;$c23 cm.
490 0 $aDemystified series
500 $aIncludes index.
505 0 $aCreating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts.
650 0 $aSales management.
856 41 $3Table of contents only$uhttp://www.loc.gov/catdir/toc/ecip076/2006038612.html
856 42 $3Contributor biographical information$uhttp://www.loc.gov/catdir/enhancements/fy0703/2006038612-b.html
856 42 $3Publisher description$uhttp://www.loc.gov/catdir/enhancements/fy0703/2006038612-d.html