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Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management
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Sales Management (Paperback, Reissue)
Loot Price: R2,198
Discovery Miles 21 980
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Sales Management (Paperback, Reissue)
Expected to ship within 10 - 15 working days
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Sales Management is a complete and practical handbook for all
involved in the field of selling. It is an essential source book, a
complete sales management course and a consultant's detailed plan
in one volume. The sales manager needs all the skills and qualities
of the salesperson in order to get things done by effective
management of an often quite diverse team of people. The emphasis
in his or her role is on planning, controlling, monitoring,
managing and motivating their sales force. Step-by-step, the book
provides detailed guidance to the practicalities of organization
and management, including selection, training, motivation,
communication and control. The author also gives in-depth analysis
to such vital topics as forecasting and sales promotions, the use
of planning and control forms and alternative sales distribution
methods, such as franchising. It will be key reference and reading
for every practising sales manager at area manager level and above
in large corporations, and the field or local manager in smaller
companies with less structured organizations.
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