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- 2006038612 contributor B10452115.
- 2006038612 created "c2007.".
- 2006038612 date "2007".
- 2006038612 date "c2007.".
- 2006038612 dateCopyrighted "c2007.".
- 2006038612 description "Creating 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.".
- 2006038612 extent "xiii, 400 p. :".
- 2006038612 identifier "0071486542 (pbk. : alk. paper)".
- 2006038612 identifier 2006038612-b.html.
- 2006038612 identifier 2006038612-d.html.
- 2006038612 identifier 2006038612.html.
- 2006038612 isPartOf "Demystified series".
- 2006038612 issued "2007".
- 2006038612 issued "c2007.".
- 2006038612 language "eng".
- 2006038612 publisher "New York : McGraw-Hill,".
- 2006038612 subject "658.8/1 22".
- 2006038612 subject "HF5438.4 .C345 2007".
- 2006038612 subject "Sales management.".
- 2006038612 tableOfContents "Creating 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.".
- 2006038612 title "Sales management demystified : a self-teaching guide / Robert J. Calvin.".
- 2006038612 type "text".