Managing Sales Professionals: The Reality of Profitability Contributor(s): Winston, William (Author), Vaccaro, Joseph P. (Author) |
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ISBN: 1560249463 ISBN-13: 9781560249467 Publisher: Routledge OUR PRICE: $113.85 Product Type: Hardcover Published: August 1995 |
Additional Information |
BISAC Categories: - Business & Economics | Customer Relations - Business & Economics | Human Resources & Personnel Management - Business & Economics | Workplace Culture |
Dewey: 658.81 |
LCCN: 94048364 |
Series: Haworth Marketing Resources |
Physical Information: 1.3" H x 6.2" W x 8.5" (1.75 lbs) 422 pages |
Descriptions, Reviews, Etc. |
Publisher Description: This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.The author, Joseph Vaccaro, uses an "integrated model" approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers:
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