Manage Sales Personnel: A Relationship Management Method

Author: Robert E. Hite
Publisher:
Publish Date: 2003-05-01
Features: This book has the following features: The relationship-building content at the beginning of each chapter introduces the scenario of relationship sales management in the business world, including: ——Japan's key to sales success in Asia (Chapter 3) ——Sales function automation (Chapter 5) ——3M's innovation (Chapter 16) The concept and process of personal selling are detailed in the appendix, providing students with an opportunity to apply what they have learned. Cases are included at the end of each chapter, with longer and broader cases placed at the end of each part. Management of Sales Personnel: A Relationship Management Approach is a new textbook co-authored by Robert E. Hite and Wesley J. Johnston. From the perspective of relationship building, they elaborate on the new approach to salesperson management, addressing the key issue of how to guide salespeople to establish and maintain good relationships with customers to promote sales success. Specifically, it includes: salesperson environmental analysis; sales planning; salesperson recruitment, training, and development; salesperson motivation, supervision, and evaluation.