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Sales management

Chartered Institute of Marketing.

Sales management

Record Type:	Electronic resources : Monograph/item
Title/Author:	Sales managementChris J. Noonan.
Author:	Noonan, Chris J.
Published:	Oxford ;Butterworth-Heinemann,1998.
Description:	xv, 433 p. :ill. ;25 cm.
Notes:	Published on behalf of the Chartered Institute of Marketing.
Notes:	Includes index.
Subject:	Sales managementCase studies.
Online resource:	An electronic book accessible through the World Wide Web; click for information
ISBN:	9780750633611

Sales management
Noonan, Chris J.

Sales management[electronic resource] /Chris J. Noonan. - Oxford ;Butterworth-Heinemann,1998. - xv, 433 p. :ill. ;25 cm. - The marketing series. - Marketing series (London, England).

Published on behalf of the Chartered Institute of Marketing.

Functions and organization of the sales force; Developing a motivating sales environment; Sales recruitment and training; Planning, forecasting and performance monitoring; Management and control of the sales force; Developing the business; Index.

Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations. Comprehensive reference guide to sales management Gives detailed and practical advice on how to manage your sales force Extensive use of diagrams and the most comprehensive checklists available.

Electronic reproduction.
Amsterdam :
Elsevier Science & Technology,
2009.

Mode of access: World Wide Web.

ISBN: 9780750633611

Source: 94722:94721Elsevier Science & Technologyhttp://www.sciencedirect.comSubjects--Topical Terms:

437854
Sales management
--Case studies.Index Terms--Genre/Form:

214472
Electronic books.

LC Class. No.: HF5438.4 / .N66 1998

Dewey Class. No.: 658.81

Sales management
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008 100818s1998 enka o 001 0 eng d
020 $a 9780750633611
020 $a 0750633611
035 $a (OCoLC)474951905
035 $a ocn474951905
037 $a 94722:94721 $b Elsevier Science & Technology $n http://www.sciencedirect.com
040 $a OPELS $b eng $c OPELS
049 $a TEFA
050 1 4 $a HF5438.4 $b .N66 1998
082 0 4 $a 658.81 $2 22
100 1 $a Noonan, Chris J. $3 455159
245 1 0 $a Sales management $h [electronic resource] / $c Chris J. Noonan.
260 $a Oxford ; $a Boston : $b Butterworth-Heinemann, $c 1998.
300 $a xv, 433 p. : $b ill. ; $c 25 cm.
490 1 $a The marketing series
500 $a Published on behalf of the Chartered Institute of Marketing.
500 $a Includes index.
505 0 $a Functions and organization of the sales force; Developing a motivating sales environment; Sales recruitment and training; Planning, forecasting and performance monitoring; Management and control of the sales force; Developing the business; Index.
520 $a Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations. Comprehensive reference guide to sales management Gives detailed and practical advice on how to manage your sales force Extensive use of diagrams and the most comprehensive checklists available.
533 $a Electronic reproduction. $b Amsterdam : $c Elsevier Science & Technology, $d 2009. $n Mode of access: World Wide Web. $n System requirements: Web browser. $n Title from title screen (viewed on Dec. 3, 2009). $n Access may be restricted to users at subscribing institutions.
650 0 $a Sales management $v Case studies. $3 437854
655 7 $a Electronic books. $2 local. $3 214472
710 2 $a ScienceDirect (Online service) $3 307425
710 2 $a Chartered Institute of Marketing. $3 349674
776 1 $c Original $z 0750633611 $z 9780750633611 $w (OCoLC)39737996
830 0 $a Marketing series (London, England) $3 455160
856 4 0 $3 ScienceDirect $u http://www.sciencedirect.com/science/book/9780750633611 $z An electronic book accessible through the World Wide Web; click for information
994 $a C0 $b TEF