Venugopal, Pingali
Managing your sales force : a motivational approach / Pingali Venugopal. - New Delhi : Response Books, 2006. - 184 p. : ill. ; 22 cm.
Introduction --
The salesman --
Strategic decisions in sales management --
Selling strategy : interface between advertising, sales force and channel --
Selling style --
Operational decisions in sales management --
Sales force recruitment --
Territory design --
Target setting --
Sales force motivation --
Managing the channel : the salesperson's role --
Performance evaluation.
9780761934950 (pbk.)
Sales management.
Employee motivation.
Ventes -- Gestion.
Personnel -- Motivation.
658.81 VEN
Managing your sales force : a motivational approach / Pingali Venugopal. - New Delhi : Response Books, 2006. - 184 p. : ill. ; 22 cm.
Introduction --
The salesman --
Strategic decisions in sales management --
Selling strategy : interface between advertising, sales force and channel --
Selling style --
Operational decisions in sales management --
Sales force recruitment --
Territory design --
Target setting --
Sales force motivation --
Managing the channel : the salesperson's role --
Performance evaluation.
9780761934950 (pbk.)
Sales management.
Employee motivation.
Ventes -- Gestion.
Personnel -- Motivation.
658.81 VEN
