Centro de Documentacion de Fundación MAPFRE

MAP20070012745

Sales force management / Gilbert A. Churchill, Neil M. Ford, Orville C. Walker. — 4th ed. — Homewood ; Boston : Irwin, cop. 1993

925 p. ; 23 cm . — (Irwin series in marketing)

Sumario: 1. The formulation of a strategic sales program. This involves organizing and planning the company's overall personal selling efforts and integrating these efforts with the other elements of the firm's marketing strategy -- The implementation of the sales program. This includes selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts toward the desired objetives -- The evaluation and control of sales force performance. This involves developing procedures for monitoring and evaluating sales force performance so adjustments can be made to either the sales program or its implementation when performance is unsatisfactory

ISBN 0-256-10822-6

1. Empresas . 2. Marketing . 3. Técnicas de venta . 4. Estrategia empresarial . 5. Planificación . 6. Selección de personal . 7. Formación . I. Ford, Neil M. . II. Walker, Orville C. . III. Irwin series in marketing . IV. Title.

FUNDACIÓN MAPFRE. Centro de Documentación

FUNDACIÓN MAPFRE. Centro de Documentación — Signature: 922.112.1-CHU-SAL — Record number: 013598

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