000			01608cam a2200205 a 4500
020			_a0071486542 (pbk. : alk. paper)
040			_aMUL _beng. _eAACR
082	0	0	_a658.81 CAL
100	1		_aCalvin, Robert J.
245	1	0	_aSales management demystified : _ba self-teaching guide / _cRobert J. Calvin.
260			_aNew York : _bMcGraw-Hill, _cc2007.
300			_axiii, 400 p. : _bill. ; _c23 cm.
500			_aIncludes index.
505	0		_aCreating 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.
650		0	_aSales management.
856	4	1	_uhttp://www.loc.gov/catdir/toc/ecip076/2006038612.html
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy0703/2006038612-b.html
856	4	2	_uhttp://www.loc.gov/catdir/enhancements/fy0703/2006038612-d.html
942			_cBK
999			_c5290 _d5290