Centro de Documentacion de Fundación MAPFRE

Edição: 4th edPublicação: Homewood ; Boston : Irwin, cop. 1993Descrição física: 925 p. ; 23 cmSérie: (Irwin series in marketing)Notas: 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.
Serie secundária: Irwin series in marketing Outras classificações: 922.112.1Números normalizados: ISBN 0-256-10822-6

Direitos: In Copyright (InC)

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FUNDACIÓN MAPFRE. Centro de Documentación

FUNDACIÓN MAPFRE. Centro de Documentación — Assinatura: 922.112.1-CHU-SAL — Nº de registro: 013598

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Sales force management