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Sales management : a primer for frontier markets / Robert E. Hinson, Ogechi Adeola, Abednego Feehi Okoe Amartey.

By: Contributor(s): Material type: TextTextPublication details: Charlotte, NC : IAP, c2019.Description: xii, 229 p. ; 25 cmISBN:
  • 9781641133463 (pbk.) :
Subject(s): Additional physical formats: Online version:: Sales managementDDC classification:
  • 658.81 23
Contents:
An introduction to personal selling -- The personal selling process -- General sales management -- Developing sales forecasts -- Field sales management : organising the sales effort -- Sales force planning, recruitment and selection -- Sales training -- Sales force reward systems and compensation plans -- Information management and customer relationship management -- Leading the sales force -- Evaluating sales force performance -- Answers to one quick quiz.
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Holdings
Item type Current library Collection Call number Status Date due Barcode Item holds
Books Books Portsmouth Branch Library Reserved Cupboard Non-fiction 658.81 Hin (Browse shelf(Opens below)) Available PORT19120208
Total holds: 0

Includes bibliographical references.

An introduction to personal selling -- The personal selling process -- General sales management -- Developing sales forecasts -- Field sales management : organising the sales effort -- Sales force planning, recruitment and selection -- Sales training -- Sales force reward systems and compensation plans -- Information management and customer relationship management -- Leading the sales force -- Evaluating sales force performance -- Answers to one quick quiz.

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