Managing Salespeople : A Relationship Management Approach

Managing Salespeople : A Relationship Management Approach

Editorial Reviews
Book Description
A relationship management theme throughout the text teaches managers to guide salespeople in establishing and maintaining relationships with their customers. Separate chapters on international and technology issues. Up-to-date coverage includes ethics, managing the salesperson in an international setting, and implications of technology in managing salespersons.

Book Info
The 4 parts of this text cover: Understanding the sales force environment, Planning for sales, Recruiting, training, and developing the sales force, and Motivating, supervising, and evaluating the sales force. Includes appendices on the selling process. DLC: Selling - Personnel management.

Managing Salespeople : A Relationship Management Approach,Robert Hite,Wesley J. Johnston,South-Western College Pub,031406432X,Advertising & Promotion,Business & Economics,Business / Economics / Finance,Business/Economics,Human Resources & Personnel Management,Personnel management,Sales & Selling - General,Sales Management,Sales personnel,Selling,Business & Economics / Sales & Selling

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