Managing Sales Professionals: The Reality of Profitability

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Synopsis
This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.The author, Joseph Vaccaro, uses an “integrated model” approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers:how to recruit salespeoplemotivation proceduresgender and racial diversity of the sales forcehow to plan and conduct a training programeffective selling techniqueshow to develop brand awarenessnew sales technologyhow to determine pricing and discount policiescompensation policieshow to determine transportation policiescontrol and evaluation procedureshow to effectively interact with marketingAnyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.
Copyright:
1995

Book Details

Book Quality:
Publisher Quality
Book Size:
426 Pages
ISBN-13:
9781136590610
Related ISBNs:
9780203058404, 9781560249467
Publisher:
Taylor and Francis
Date of Addition:
Copyrighted By:
The Haworth Press, Inc.
Adult content:
No
Language:
English
Has Image Descriptions:
No
Categories:
Nonfiction, Business and Finance, Sociology
Submitted By:
Bookshare Staff
Usage Restrictions:
This is a copyrighted book.

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