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- catalog abstract ""Sales Management details the strategy, tactics, qualitative and quantitative knowledge, and hands-on instruction found in today's finest business schools and executive education seminars, then outlines a step-by-step model for constructing and maintaining a superior sales organization. Sales managers, sales force team leaders, marketing executives, and other professionals can use its proven formulas for success, case studies, exercises, charts, checklists, and quizzes."--Jacket.".
- catalog contributor b11958948.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog description ""Sales Management details the strategy, tactics, qualitative and quantitative knowledge, and hands-on instruction found in today's finest business schools and executive education seminars, then outlines a step-by-step model for constructing and maintaining a superior sales organization. Sales managers, sales force team leaders, marketing executives, and other professionals can use its proven formulas for success, case studies, exercises, charts, checklists, and quizzes."--Jacket.".
- catalog description "People, process, technology, and performance -- Hiring the best, terminating the rest -- Training for results -- Sales force compensation -- Sales force organization and architecture -- Sales forecasting and sales planning -- Motivating salespeople -- Performance evaluations -- Sales force automation / Robert Calvin.".
- catalog extent "v, 253 p. :".
- catalog identifier "007136434X".
- catalog isPartOf "The McGraw-Hill executive MBA series".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "New York : McGraw-Hill,".
- catalog subject "658.8/1 21".
- catalog subject "HF5438.4 .C343 2001".
- catalog subject "Sales management.".
- catalog tableOfContents "People, process, technology, and performance -- Hiring the best, terminating the rest -- Training for results -- Sales force compensation -- Sales force organization and architecture -- Sales forecasting and sales planning -- Motivating salespeople -- Performance evaluations -- Sales force automation / Robert Calvin.".
- catalog title "Sales management / Robert J. Calvin.".
- catalog type "text".