TY  - BOOK
AU  - Ingram, Thomas N.
AU  - Williams, Michael R.
AU  - Avila, Roman A.
TI  - Sales management: analysis and decision making
SN  - 9781138281097
U1  - 658.81 
PY  - 2015///
CY  - New York
PB  - Routledge
KW  - Sales  marketing
KW  - Marketing
N1  - Preface 1. Changing World of Sales Management Part I: Describing the Personal Selling Function 2. Overview of Personal Selling Part II: Defining the Strategic Role of the Sales Function 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure and Salesforce Deployment Appendix 4. Developing Forecasts Part III: Developing the Salesforce 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management Part V: Determining Salesforce Effectiveness and Performance 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople
ER  -