Close
Enter your search into one or more of the boxes below:
You can refine your search by selecting from any of the options below:
Search
Managing Sales Professionals: The Reality of Profitability
Foyalty 315

Managing Sales Professionals: The Reality of Profitability (Hardback)

£105.00
Usually despatched within 3 weeks.

Synopsis

This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.The author, Joseph Vaccaro, uses an "integrated model" approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers:





how to recruit salespeople



motivation procedures



gender and racial diversity of the sales force



how to plan and conduct a training program



effective selling techniques



how to develop brand awareness



new sales technology



how to determine pricing and discount policies



compensation policies



how to determine transportation policies



control and evaluation procedures



how to effectively interact with marketing



Anyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.

BusinessBusiness & managementManagement & management techniquesManagement of specific areas & peopleBusinessBusiness & managementOffice & workplaceWorking patterns & practicesBusinessBusiness & managementSales & marketingCustomer services Publisher: Taylor & Francis Inc Publication Date: 01/08/1995 ISBN-13: 9781560249467  Details: Type: Hardback Format: Books
Availability: Usually despatched within 3 weeks. Add to Basket

More books by William Winston

More books by Joseph P. Vaccaro

Leave Review

Delivery

Delivery Options

All delivery times quoted are the average, and cannot be guaranteed. These should be added to the availability message time, to determine when the goods will arrive. During checkout we will give you a cumulative estimated date for delivery.

Location 1st Book Each additional book Average Delivery Time
UK Standard Delivery Free Free 3-5 Days
UK First Class £3.75 £0.00 1-2 Days
Delivery to a Foyles Bookshop Free Free From 2 hours
Click and Collect Free Free From 2 hours - Individual item delivery times given at checkout
UK Courier £7.95 £0.00 1 Working Day
Western Europe**Airmail £9.00 £1.00 7-8 Days
Rest of World Airmail £12.50 £1.00 7-10 Days

** Includes Austria, Belgium, Denmark, France, Germany, Greece, Iceland, Irish Republic, Italy, Luxembourg, Netherlands, Portugal, Spain, Sweden and Switzerland.

Click and Collect is available for all our shops; collection times will vary depending on availability of items. Individual despatch times for each item will be given at checkout.

Special delivery items

A Year of Books Subscription Packages 

Delivery is free for the UK. Western Europe costs £60 for each 12 month subscription package purchased. For the Rest of the World the cost is £100 for each package purchased. All delivery costs are charged in advance at time of purchase. For more information please visit the A Year of Books page.

Animator's Survival Kit

For delivery charges for the Animator's Survival Kit please click here.

 

Delivery Help & FAQs

Returns Information

If you are not completely satisfied with your purchase*, you may return it to us in its original condition with in 30 days of receiving your delivery or collection notification email for a refund. Except for damaged items or delivery issues the cost of return postage is borne by the buyer. Your statutory rights are not affected.

* For Exclusions and terms on damaged or delivery issues see Returns Help & FAQs

You might also like

The Scrappy Marketing Handbook: How ...
(Hardback)
Ann Handley; Nick Westergaard
 
 
£16.99
 
Managing Innovation in the Digital World
(Paperback)
Esther Baldwin; Martin Curley
 
 
£27.50
 
Introduction to Manufacturing Management
(Paperback)
Michel Baudin; Torbjorn Netland
 
 
£59.99
 
Introduction to Manufacturing Management
(Hardback)
Michel Baudin; Torbjorn Netland
 
 
£180.00
 
© W&G Foyle Ltd
Foyles uses cookies to help ensure your experience on our site is the best possible. Click here if you’d like to find out more about the types of cookies we use.
Accept and Close