Sales Management (Executive MBA Series) - Softcover

Calvin, Robert J.

Softcover

ISBN 10: 0071435352 ISBN 13: 9780071435352

Publisher: McGraw Hill, 2004

Synopsis

This is the handy paperback edition of McGraw-Hill's One-Volume, "MBA-Level Course on Sales Management". The hardcover edition of McGraw-Hill's "Sales Management" is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.Look to this all-in-one sales manager's guide for comprehensive facts and analysis on: strategy and objectives; hiring; training; compensation; organization; deployment; forecasts; sales plans; nonmonetary motivators; sales force automation; and, performance evaluations. As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals - and mold that team into a motivated and cohesive sales unit - in sales management. Look to the McGraw-Hill "Executive MBA Series" for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. The other paperback titles in the series include: "Finance and Accounting for Nonfinancial Managers", "Mergers & Acquisitions", and "Corporate Strategy".

About this title

About the Author:

Robert J. Calvin (Chicago, IL) is president of Management Dimensions, a sales training and management firm, and adjunct professor at the University of Chicago Graduate School of Business.

About this edition

• Publisher: McGraw Hill
• Publication date: 2004
• ISBN 10: 0071435352
• ISBN 13: 9780071435352
• Binding: Paperback
• Edition number: 2
• Number of pages: 264