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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.

PART ONE 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 TWO STRATEGY AND THE FIRM

Chapter 5 Sales Force Organization and Architecture

Chapter 6 Sales Forecasting and Sales Planning

Chapter 7 Motivating Salespeople

PART THREE PERFECTING THE PROGRAM

Chapter 8 Performance Evaluations

Chapter 9 Sales Force Automation

Index

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. Calvin is also president of Management Dimensions, Inc., an internatio

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书籍介绍

Publisher Comments :

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:

1.Strategy and objectives

2.Hiring

3.Training

4.Compensation

5.Organization

6.Deployment

7.Forecasts

8.Sales plans

9.Nonmonetary motivators

10.Sales force automation

11.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. Other paperback titles in the series include:

1.Finance and Accounting for Nonfinancial Managers

2.Mergers & Acquisitions

3.Corporate Strategy

Synopsis:

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.

Book Dimension

Height (mm) 226 　　 Width (mm) 152