Centro de Documentacion de Fundación MAPFRE

Edition: 4th edPublication: Homewood ; Boston : Irwin, cop. 1993Physical description: 925 p. ; 23 cmSeries: (Irwin series in marketing)Notes: 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 unsatisfactoryMateria / lugar / evento: Empresas Marketing Técnicas de venta Estrategia empresarial Planificación Selección de personal Formación Otros autores: Ford, Neil M.
Walker, Orville C.
Secondary series: Irwin series in marketing Other categories: 922.112.1Standard numbers: ISBN 0-256-10822-6

Rights: In Copyright (InC)

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FUNDACIÓN MAPFRE. Centro de Documentación

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

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Sales force management