Cover image for Sales management and organisation
Title:
Sales management and organisation
Author:
Green, Peter, FIPD.
Personal Author:
Publication Information:
London : Hawksmere in association with Filofax, [1999]

©1999
Physical Description:
157 pages : illustrations ; 22 cm
Language:
English
Subject Term:
ISBN:
9781854181671
Format :
Book

Available:*

Library
Call Number
Material Type
Home Location
Status
Central Library HF5438 .G865 1999 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

The high cost of deploying sales people means effectiveness is a key business issue. This book provides a set of simple, practical, proven, award-winning techniques based on published and private research on the needs of today's sales force and the successful sales management system developed by Professor John Adair.


Table of Contents

User's overview
Introduction
Part 1 Philosophy
Part 2 Framework
Organise appointments and travelling
Plan and prioritise daily
Developing existing customers
Find profitable new customers
Know your products and markets
Monitor and manage performance
Master your paperwork
Get more from your meetings
Managing your own development
Part 3 System

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