Selling and sales management /
Hisrich, Robert D.
Selling and sales management / Robert D. Hisrich and Ralph W. Jackson - New York : Barron's Educational Series, Inc., c1993 - iv, 268 pages : illustrations ; 20 cm.
Includes index.
1. The Selling Process and Management -- 2. Recruiting and Selecting Salespeople -- 3. The Organizational Buyer and the Buying Process -- 4. Communication in Sales -- 5. Prospecting for Potential Sales -- 6. Preparing the Sales Call -- 7. The Sales Presentation -- 8. Handling Objections -- 9. Closing the Sale -- 10. The Follow up After the Sale -- 11. The Job of the Sales Manager -- 12. The Sales Organization -- 13. Designing Sales Territories -- 14. Training the Sales Force -- 15. Sales-Forecasting Techniques -- 16. Budgets and Sales Quotas -- 17. Motivating and Leading the Sales Force -- 18. Compensating the Sales Force -- 19. Evaluating the Sales Force -- 20. Ethical and Legal Issues.
812046935
SELLING
HF 5438.25 .H5 1993
Selling and sales management / Robert D. Hisrich and Ralph W. Jackson - New York : Barron's Educational Series, Inc., c1993 - iv, 268 pages : illustrations ; 20 cm.
Includes index.
1. The Selling Process and Management -- 2. Recruiting and Selecting Salespeople -- 3. The Organizational Buyer and the Buying Process -- 4. Communication in Sales -- 5. Prospecting for Potential Sales -- 6. Preparing the Sales Call -- 7. The Sales Presentation -- 8. Handling Objections -- 9. Closing the Sale -- 10. The Follow up After the Sale -- 11. The Job of the Sales Manager -- 12. The Sales Organization -- 13. Designing Sales Territories -- 14. Training the Sales Force -- 15. Sales-Forecasting Techniques -- 16. Budgets and Sales Quotas -- 17. Motivating and Leading the Sales Force -- 18. Compensating the Sales Force -- 19. Evaluating the Sales Force -- 20. Ethical and Legal Issues.
812046935
SELLING
HF 5438.25 .H5 1993