000			01381nam a22002417a 4500
999			_c106 _d106
005			20200803103816.0
008			190902b ||||| |||| 00| 0 eng d
020			_a9781138281097
082			_a658.81 _bING
100			_aIngram, Thomas N. _9946
245			_aSales management: analysis and decision making
250			_a9th
260			_bRoutledge _aNew York _c2015
300			_axxiii, 378 p.
365			_aINR _b995.00
504			_aPreface 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
520			_a.
650			_aSales marketing _9947
650			_aMarketing _9209
700			_aWilliams, Michael R. _9948
700			_aAvila, Roman A. _9949
942			_2ddc _cBK