Sales management / Robert J. Calvin.
Material type:
TextSeries: McGraw-Hill executive MBA seriesPublication details: New York ; London : McGraw-Hill, 2004.Description: 288 p. : ill. ; 23 cmISBN: - 0071435352
- 658.81 CAL
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Standard Loan | Moylish Library Main Collection | 658.81 CAL (Browse shelf(Opens below)) | 3 | Available | 39002000371774 | ||
| Standard Loan | Moylish Library Main Collection | 658.81 CAL (Browse shelf(Opens below)) | 4 | Available | 39002000371741 |
Enhanced descriptions from Syndetics:
THE MCGRAW-HILL EXECUTIVE MBA SERIES
"Executive education is suddenly every CEO's favorite strategic weapon."
--BusinessWeek
Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.
Table of contents provided by Syndetics
- Part I Creating the Salesforce
- Chapter 1 People, Process, Technology, and Performance
- Chapter 2 Hiring the Best, Terminating the Rest
- Chapter 3 Training for Results
- Chapter 4 Sales Force Compensation
- Part 2 Strategy and the Firm
- Chapter 5 Sales Force Organization and Architecture
- Chapter 6 Sales Forecasting and Sales Planning
- Chapter 7 Motivating Salespeople
- Part 3 Perfecting the Program
- Chapter 8 Performance Evaluations
- Chapter 9 Sales Force Automation
Author notes provided by Syndetics
Robert J. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. Dr. Calvin is also president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy. He is the author of Entrepreneurial Management .