Book Description

THE MCGRAW-HILL EXECUTIVE MBA SERIES

"Executive education is suddenly every CEO's favorite strategic weapon."

Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.


Book Info
A guide for the sales management executive to excelling in the business landscape. Topics covered include strategy and objectives, hiring, training, compensation, organization, forecasts, sales plans, performance evaluations, nonmonetary motivation, deployment, and sales force automation. DLC: Sales management.


From the Back Cover

The Handy Paperback Edition of McGraw-Hill's One-Volume, MBA-Level Course on Sales Management

The hardcover edition of McGraw-Hill's Sales Management is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.

Look to this all-in-one sales manager's guide for comprehensive facts and analysis on: Strategy and objectives Hiring Training Compensation Organization Deployment Forecasts Sales plans Nonmonetary motivators Sales force automation Performance evaluations

As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals--and mold that team into a motivated and cohesive sales unit--in Sales Management.

Look to the McGRAW-HILL EXECUTIVE MBA SERIES for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools. Other paperback titles in the series include: Finance and Accounting for Nonfinancial Managers Mergers & Acquisitions Corporate Strategy


About the Author

Robert J. Calvin is an adjunct professor at the University of Chicago Graduate School of Business, where he teaches sales force management in the MBA and executive education programs. Dr. Calvin is also president of Management Dimensions, Inc., an international consulting firm specializing in sales management training, sales training, marketing, and strategy. He is the author of Entrepreneurial Management.

FROM THE PUBLISHER

THE MCGRAW-HILL EXECUTIVE MBA SERIES

"Executive education is suddenly every CEO's favorite strategic weapon."

—BusinessWeek

Now repackaged in easily transportable paperback editions, these informative titles—written by frontline executive education professors and modeled after the programs of the nation's top business schools—will find new popularity with today's on-the-go, every-second-counts executive.

SYNOPSIS

The Handy Paperback Edition of McGraw-Hill's One-Volume, MBA-Level Course on Sales Management

The hardcover edition of McGraw-Hill's Sales Management is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable.

Look to this all-in-one sales manager's guide for comprehensive facts and analysis on: Strategy and objectives Hiring Training Compensation Organization Deployment Forecasts Sales plans Nonmonetary motivators Sales force automation Performance evaluations

As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals—and mold that team into a motivated and cohesive sales unit—in Sales Management.