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- catalog abstract "By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic effort to gain an edge over competitors. Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies, demonstrating how top players achieve success. Contemporary Sales Force Management is the book managers, entrepreneurs, businesspeople, business students, and business educators have long awaited.".
- catalog contributor b10851614.
- catalog created "c1998.".
- catalog date "1998".
- catalog date "c1998.".
- catalog dateCopyrighted "c1998.".
- catalog description "By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic effort to gain an edge over competitors. Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies, demonstrating how top players achieve success. Contemporary Sales Force Management is the book managers, entrepreneurs, businesspeople, business students, and business educators have long awaited.".
- catalog description "Includes bibliographical references (p. 285-286) and index.".
- catalog description "The Role of the Sales Force Manager in Organizations -- Contemporary Sales Force Management -- Difficulty in Sales -- Motivation and Morale -- Management Efforts to Ensure Good Sales Performance -- Incentive Plans and Motivation -- Leadership -- Effective Organizational Communication -- Informal Networks -- Sales Feedback and Monitoring -- Other Methods -- Case Study: Lillian Spirits -- Case Study: Tellco Management, Inc. -- Case Study: Palin Electronics and the "Pay at Risk Compensation Program" -- Automation and Sales Force Management -- Sales Force Technology -- Technology and the Sales Force -- The Virtual Mobile Sales Force -- Electronic Commerce -- Virtual Mobile Office -- Sales Force Technology Suggestions -- Practical Applications of Sales Force Technology -- Contact Management -- Multimedia Presentation -- Database Sales -- The Internet -- Selling On-Line -- Cultivating Customers on the Web -- Some Suggestions for Selecting Sales Force Technology Vendors -- Case Study: Kontac Information Resources Company (KIRC) -- Globalization -- Strategic Issues for an International Sales Effort -- Global Sales Environment -- International Sales Techniques -- How to Select Target Countries -- How to Enter Target Markets -- International Sales Opportunities -- Some Reasons to Select China -- Case Study: Monahan's Candy -- Effective Sales Force Management in A Volatile Business Environment -- Reengineering -- Sales Management and Reengineering -- Shift of Opportunities -- Restructuring the IBM Sales Force.".
- catalog extent "xvi, 301 p. :".
- catalog hasFormat "Contemporary sales force management.".
- catalog identifier "0789001136 (hard : alk. paper)".
- catalog identifier "0789004232 (alk. paper)".
- catalog isFormatOf "Contemporary sales force management.".
- catalog isPartOf "Haworth marketing resources".
- catalog issued "1998".
- catalog issued "c1998.".
- catalog language "eng".
- catalog publisher "New York : Haworth Press,".
- catalog relation "Contemporary sales force management.".
- catalog subject "658.8/1 21".
- catalog subject "HF5438.4 .C37 1998".
- catalog subject "Sales management.".
- catalog tableOfContents "The Role of the Sales Force Manager in Organizations -- Contemporary Sales Force Management -- Difficulty in Sales -- Motivation and Morale -- Management Efforts to Ensure Good Sales Performance -- Incentive Plans and Motivation -- Leadership -- Effective Organizational Communication -- Informal Networks -- Sales Feedback and Monitoring -- Other Methods -- Case Study: Lillian Spirits -- Case Study: Tellco Management, Inc. -- Case Study: Palin Electronics and the "Pay at Risk Compensation Program" -- Automation and Sales Force Management -- Sales Force Technology -- Technology and the Sales Force -- The Virtual Mobile Sales Force -- Electronic Commerce -- Virtual Mobile Office -- Sales Force Technology Suggestions -- Practical Applications of Sales Force Technology -- Contact Management -- Multimedia Presentation -- Database Sales -- The Internet -- Selling On-Line -- Cultivating Customers on the Web -- Some Suggestions for Selecting Sales Force Technology Vendors -- Case Study: Kontac Information Resources Company (KIRC) -- Globalization -- Strategic Issues for an International Sales Effort -- Global Sales Environment -- International Sales Techniques -- How to Select Target Countries -- How to Enter Target Markets -- International Sales Opportunities -- Some Reasons to Select China -- Case Study: Monahan's Candy -- Effective Sales Force Management in A Volatile Business Environment -- Reengineering -- Sales Management and Reengineering -- Shift of Opportunities -- Restructuring the IBM Sales Force.".
- catalog title "Contemporary sales force management / Tony Carter.".
- catalog type "text".