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Sales force management /
"It's an exciting time to learn about and prepare for a career in sales management - those crucial managers who lead the sales force responsible for generating revenue, i.e., money, which is the lifeblood of any organization. Today, there are more opportunities and challenges for sales man...
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| المؤلفون الرئيسيون: | , , , |
|---|---|
| التنسيق: | كتاب |
| اللغة: | English |
| منشور في: |
New Jersey:
Wiley,
2020.
|
| الطبعة: | 2nd edition. |
| الموضوعات: | |
| الوسوم: |
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| LEADER | 04630cam a22003498i 4500 | ||
|---|---|---|---|
| 001 | 21540326 | ||
| 005 | 20230418152611.0 | ||
| 008 | 200522s2020 nju b 001 0 eng c | ||
| 020 | |a 9781119702832 |q (paperback) | ||
| 020 | |z 9781119708728 |q (adobe pdf) | ||
| 020 | |z 9781119702825 |q (epub) | ||
| 040 | |a ULACIT |b spa |e rda | ||
| 082 | 0 | 0 | |a 658.8/1 |2 23 |
| 090 | |a ADMH-2 239 | ||
| 100 | 1 | |a Hair, Joseph F., |c Jr., |d 1944- |e author. | |
| 245 | 1 | 0 | |a Sales force management / |c Joseph F. Hair, Rolph E. Anderson, Rajiv Mehta, Barry J. Babin. |
| 250 | |a 2nd edition. | ||
| 264 | 1 | |a New Jersey: |b Wiley, |c 2020. | |
| 300 | |a 544 páginas | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Part 1: Introduction to Sales Force Management and Its Evolving Roles. Managing Ethics in a Sales Environment. Customer Relationship Management (CRM) and Building Partnerships. The Selling Process -- | |
| 520 | |a "It's an exciting time to learn about and prepare for a career in sales management - those crucial managers who lead the sales force responsible for generating revenue, i.e., money, which is the lifeblood of any organization. Today, there are more opportunities and challenges for sales managers and their salespeople than at any previous time. Not only are sales managers and salespeople among the most highly paid members of an organization but surveys consistently find that sales jobs are among the most rewarding and satisfying, with the fastest potential routes to senior level management - all the way up to CEO. What's more, few jobs will be as important as those in sales as companies strive to survive and thrive in intensely competitive domestic and global markets. With rapidly advancing technology and ever-evolving tastes and preferences of customers, the sales force will provide an essential connection between selling organizations and their buying organization customers. Today's sales managers must play pivotal, multifaceted roles in planning, organizing, managing, directing, leading, and controlling the sales departments of their organizations. As the critical managers directly responsible for generating revenues and profits, sales managers are responsible for one of the most important of all functions in determining company success"-- The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework―featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance. |c Provided by publisher. | ||
| 650 | 0 | |a Sales force management | |
| 650 | 0 | |a ADMINISTRACIÓN |9 15771 | |
| 700 | 1 | |a Anderson, Rolph E., |e author. | |
| 700 | 1 | |a Mehta, Rajiv, |e author. | |
| 700 | 1 | |a Babin, Barry J., |e author. | |
| 776 | 0 | 8 | |i Online version: |a Hair, Joseph F., Jr., 1944- |t Sales force management. |b 2nd edition |d Hoboken, NJ : Wiley, [2020] |z 9781119708728 |w (DLC) 2020022655 |
| 942 | |2 ddc |c 1 | ||
| 955 | |b MdU 2020-05-22 | ||
| 999 | |c 18055 |d 18055 | ||
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