Calvin, Robert J. <br/><br/>
Sales management demystified :  a self-teaching guide / 
Robert J. Calvin. 
 - New York :  McGraw-Hill,  c2007. 
 - xiii, 400 p. :  ill. ;  23 cm. 
<br/><br/> Includes index. 
<br/><br/>Creating the sales force -- People, process, technology, performance -- Hiring the best, terminating the rest -- Job description, candidate profile and sourcing -- Screening and selecting -- Training for results -- Product, competitor and customer knowledge -- Selling skills -- Field coaching and sales meetings -- Sales force compensation -- Total sales force compensation -- Between fixed and performance pay -- Salary, commission and bonus plans. reimbursed expenses -- Sales force organization -- Channel choice and architecture -- Sizing and deployment -- Time and territory management -- Goal setting -- Sales forecasting and sales planning -- Motivating sales people -- Recognition, feeling important, challenge and achievement, freedom and authority -- Personal growth, esteem, belonging, leadership, sales contests -- Performance management -- Performance evaluations -- Final thoughts. 
<br/><br/><label>ISBN: </label>0071486542 (pbk. : alk. paper) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>Dewey Class. No.: </label>658.81 CAL