Cover Image

Managing your sales force : a motivational approach /

Bibliographic Details
Main Author: Venugopal, Pingali, 1958-
Format: Book
Language:English
Published: New Delhi ; Thousand Oaks, Calif. ; London : Response Books, 2006.
Subjects:
Sales management.
Employee motivation.
Online Access:Table of contents
Publisher description
Table of Contents:
  • Introduction
  • The salesman
  • Strategic decisions in sales management
  • Selling strategy : interface between advertising, sales force and channel
  • Selling style
  • Operational decisions in sales management
  • Sales force recruitment
  • Territory design
  • Target setting
  • Sales force motivation
  • Managing the channel : the salesperson's role
  • Performance evaluation.