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Contemporary sales force management / Tony Carter.

By: Material type: TextTextSeries: Haworth marketing resourcesPublication details: New York : Haworth Press, c1998.Description: xvi, 301 p. : ill. ; 22 cmISBN:
  • 0789004232 (alk. paper)
Subject(s): LOC classification:
  • HF5438.4 .C37 1998
Contents:
The Role of the Sales Force Manager in Organizations -- Contemporary Sales Force Management -- Difficulty in Sales -- Motivation and Morale -- Management Efforts to Ensure Good Sales Performance -- Incentive Plans and Motivation -- Leadership -- Effective Organizational Communication -- Informal Networks -- Sales Feedback and Monitoring -- Other Methods -- Case Study: Lillian Spirits -- Case Study: Tellco Management, Inc. -- Case Study: Palin Electronics and the "Pay at Risk Compensation Program" -- Automation and Sales Force Management -- Sales Force Technology -- Technology and the Sales Force -- The Virtual Mobile Sales Force -- Electronic Commerce -- Virtual Mobile Office -- Sales Force Technology Suggestions -- Practical Applications of Sales Force Technology -- Contact Management -- Multimedia Presentation -- Database Sales -- The Internet -- Selling On-Line -- Cultivating Customers on the Web -- Some Suggestions for Selecting Sales Force Technology Vendors -- Case Study: Kontac Information Resources Company (KIRC) -- Globalization -- Strategic Issues for an International Sales Effort -- Global Sales Environment -- International Sales Techniques -- How to Select Target Countries -- How to Enter Target Markets -- International Sales Opportunities -- Some Reasons to Select China -- Case Study: Monahan's Candy -- Effective Sales Force Management in A Volatile Business Environment -- Reengineering -- Sales Management and Reengineering -- Shift of Opportunities -- Restructuring the IBM Sales Force.
Holdings
Item type Current library Call number Copy number Status Date due Barcode
Books (30-Day Checkout) Books (30-Day Checkout) Nash Library General Stacks HF5438.4.C37 1998 1 Available 33710000850342

Includes bibliographical references (p. 285-286) and index.

WAR, NEWBERY,

The Role of the Sales Force Manager in Organizations -- Contemporary Sales Force Management -- Difficulty in Sales -- Motivation and Morale -- Management Efforts to Ensure Good Sales Performance -- Incentive Plans and Motivation -- Leadership -- Effective Organizational Communication -- Informal Networks -- Sales Feedback and Monitoring -- Other Methods -- Case Study: Lillian Spirits -- Case Study: Tellco Management, Inc. -- Case Study: Palin Electronics and the "Pay at Risk Compensation Program" -- Automation and Sales Force Management -- Sales Force Technology -- Technology and the Sales Force -- The Virtual Mobile Sales Force -- Electronic Commerce -- Virtual Mobile Office -- Sales Force Technology Suggestions -- Practical Applications of Sales Force Technology -- Contact Management -- Multimedia Presentation -- Database Sales -- The Internet -- Selling On-Line -- Cultivating Customers on the Web -- Some Suggestions for Selecting Sales Force Technology Vendors -- Case Study: Kontac Information Resources Company (KIRC) -- Globalization -- Strategic Issues for an International Sales Effort -- Global Sales Environment -- International Sales Techniques -- How to Select Target Countries -- How to Enter Target Markets -- International Sales Opportunities -- Some Reasons to Select China -- Case Study: Monahan's Candy -- Effective Sales Force Management in A Volatile Business Environment -- Reengineering -- Sales Management and Reengineering -- Shift of Opportunities -- Restructuring the IBM Sales Force.