Effective Human Resource Management In The Sales Force

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Effective Human Resource Management in the Sales Force

Author : Rene Y. Darmon
Publisher : Praeger
ISBN 13 :
Total Pages : 344 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Effective Human Resource Management in the Sales Force by : Rene Y. Darmon

Download or read book Effective Human Resource Management in the Sales Force written by Rene Y. Darmon and published by Praeger. This book was released on 1992-10-23 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: This non-conventional book provides a human resource perspective to sales force management. It describes sales forces as complex systems of human interactions and shows how a decision in one area is likely to have direct, but also more or less desirable and lasting effects, on other aspects of the sales force. Managing human resources is no simple task, and in a sales force context, the difficulty is compounded by the fact that managers often have limited control and knowledge of what salespeople do once in the field. The book addresses most sales force human resource decisions by contrasting prevalent industry practices with relevant research findings that could bear on sales force management and by showing how a simple managerially oriented tool can capture much of the sales force system's complexity. Special attention is devoted to such questions as how to identify top sales producers; how to generate candidates from the best sources of salespeople; how to select and hire the best sales producers; how to enhance and maintain sales effectiveness over time; how to set up effective compensation and sales quota plans; and how to manage sales force turnover. This book will help sales managers and supervisors to take a more integrated view to sales management. It can also help salespeople to be more effective in their tasks and to prepare them for a career in management.

Building a Winning Sales Force

Author : Andris A. ZOLTNERS
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814410421
Total Pages : 498 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Building a Winning Sales Force by : Andris A. ZOLTNERS

Download or read book Building a Winning Sales Force written by Andris A. ZOLTNERS and published by AMACOM Div American Mgmt Assn. This book was released on 2009-02-11 with total page 498 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Managing Sales Professionals

Author : William Winston
Publisher : Routledge
ISBN 13 : 1136590617
Total Pages : 416 pages
Book Rating : 4.1/5 (365 download)

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Book Synopsis Managing Sales Professionals by : William Winston

Download or read book Managing Sales Professionals written by William Winston and published by Routledge. This book was released on 2013-01-11 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Sales Force Management

Author : Gregory Rich
Publisher : SAGE Publications
ISBN 13 : 1071932055
Total Pages : 359 pages
Book Rating : 4.0/5 (719 download)

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Book Synopsis Sales Force Management by : Gregory Rich

Download or read book Sales Force Management written by Gregory Rich and published by SAGE Publications. This book was released on 2024-09-25 with total page 359 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.

Leading the Sales Force

Author : René Y. Darmon
Publisher : Cambridge University Press
ISBN 13 : 0521848342
Total Pages : 334 pages
Book Rating : 4.5/5 (218 download)

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Book Synopsis Leading the Sales Force by : René Y. Darmon

Download or read book Leading the Sales Force written by René Y. Darmon and published by Cambridge University Press. This book was released on 2007 with total page 334 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide for sales managers, presenting an integrative vision of the complex sales force system.

Armstrong's Handbook of Strategic Human Resource Management

Author : Michael Armstrong
Publisher : Kogan Page Publishers
ISBN 13 : 1398617717
Total Pages : 361 pages
Book Rating : 4.3/5 (986 download)

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Book Synopsis Armstrong's Handbook of Strategic Human Resource Management by : Michael Armstrong

Download or read book Armstrong's Handbook of Strategic Human Resource Management written by Michael Armstrong and published by Kogan Page Publishers. This book was released on 2024-12-03 with total page 361 pages. Available in PDF, EPUB and Kindle. Book excerpt: Armstrong's Handbook of Strategic Human Resource Management is a complete guide to understanding how and why organizations integrate HR strategies to achieve and sustain their competitive advantage. This fully revised, practical guide contains new chapters on the foundation of strategic HRM, employee wellbeing strategies and HR analytics, as well as real-world examples and updated wider content to reflect the latest research and thinking. Now in its eighth edition, this book includes practical insights and in-depth coverage of HRM strategies in key areas such as employee engagement, talent management and learning and development, as well as strategic HRM approaches in an international context. It's supported by key learning points, key questions and real-life examples from organizations such as Boots, UNICEF and GKN. It remains an indispensable resource for both professionals and those studying HR qualifications, including undergraduate and masters' degrees and the CIPD's advanced level qualifications. Online resources include PowerPoint slides and comprehensive handbooks for lecturers and students which includes self-assessment questions, case study exercises and literature review.

Sales Force Management

Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317359992
Total Pages : 495 pages
Book Rating : 4.3/5 (173 download)

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Book Synopsis Sales Force Management by : Mark W. Johnston

Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 495 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

The Complete Guide to Sales Force Incentive Compensation

Author : Andris Zoltners
Publisher : AMACOM
ISBN 13 : 0814429726
Total Pages : 511 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis The Complete Guide to Sales Force Incentive Compensation by : Andris Zoltners

Download or read book The Complete Guide to Sales Force Incentive Compensation written by Andris Zoltners and published by AMACOM. This book was released on 2006-08-07 with total page 511 pages. Available in PDF, EPUB and Kindle. Book excerpt: A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

Sales Force Management

Author : Joseph F. Hair, Jr.
Publisher : John Wiley & Sons
ISBN 13 : 1119702836
Total Pages : 544 pages
Book Rating : 4.1/5 (197 download)

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Book Synopsis Sales Force Management by : Joseph F. Hair, Jr.

Download or read book Sales Force Management written by Joseph F. Hair, Jr. and published by John Wiley & Sons. This book was released on 2020-09-16 with total page 544 pages. Available in PDF, EPUB and Kindle. Book excerpt: The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.

Effective Human Resource Management in the Sales Force

Author : Rene Y. Darmon
Publisher : Praeger
ISBN 13 : 0899306489
Total Pages : 0 pages
Book Rating : 4.8/5 (993 download)

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Book Synopsis Effective Human Resource Management in the Sales Force by : Rene Y. Darmon

Download or read book Effective Human Resource Management in the Sales Force written by Rene Y. Darmon and published by Praeger. This book was released on 1992-10-23 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This non-conventional book provides a human resource perspective to sales force management. It describes sales forces as complex systems of human interactions and shows how a decision in one area is likely to have direct, but also more or less desirable and lasting effects, on other aspects of the sales force. Managing human resources is no simple task, and in a sales force context, the difficulty is compounded by the fact that managers often have limited control and knowledge of what salespeople do once in the field. The book addresses most sales force human resource decisions by contrasting prevalent industry practices with relevant research findings that could bear on sales force management and by showing how a simple managerially oriented tool can capture much of the sales force system's complexity. Special attention is devoted to such questions as how to identify top sales producers; how to generate candidates from the best sources of salespeople; how to select and hire the best sales producers; how to enhance and maintain sales effectiveness over time; how to set up effective compensation and sales quota plans; and how to manage sales force turnover. This book will help sales managers and supervisors to take a more integrated view to sales management. It can also help salespeople to be more effective in their tasks and to prepare them for a career in management.

Luxury Sales Force Management

Author : M. Merk
Publisher : Springer
ISBN 13 : 1137347449
Total Pages : 220 pages
Book Rating : 4.1/5 (373 download)

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Book Synopsis Luxury Sales Force Management by : M. Merk

Download or read book Luxury Sales Force Management written by M. Merk and published by Springer. This book was released on 2014-02-24 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales team can often make or break the success of new brands or products. This comprehensive guide provides strategies, models and checklists to help managers and directors strengthen the relationships of their firm's sales force with their own or other brands, maximizing turnover and profit in the long run.

Industrial Sector Reforms in Globalization Era

Author : P. K. Jalan
Publisher : Sarup & Sons
ISBN 13 : 9788176255363
Total Pages : 358 pages
Book Rating : 4.2/5 (553 download)

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Book Synopsis Industrial Sector Reforms in Globalization Era by : P. K. Jalan

Download or read book Industrial Sector Reforms in Globalization Era written by P. K. Jalan and published by Sarup & Sons. This book was released on 2004 with total page 358 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Human Resource Management

Author : Seema Sanghi
Publisher : Vikas Publishing House
ISBN 13 : 9325975610
Total Pages : 387 pages
Book Rating : 4.3/5 (259 download)

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Book Synopsis Human Resource Management by : Seema Sanghi

Download or read book Human Resource Management written by Seema Sanghi and published by Vikas Publishing House. This book was released on 2014 with total page 387 pages. Available in PDF, EPUB and Kindle. Book excerpt: Human Resource Management (HRM) is the most challenging and exciting area within management. In the turbulent times we live in, the value of the HRM function is gaining increasing importance in managing organizations. Uniqueness of any organization is dependent on its human capital that brings in the differentiating results. How differently organizations address the HR issues is of utmost importance. This book is designed for management students across the country and line managers who have to deal with HR issues. This insightful and practical book will take the readers through the concepts to applications of Human Resource Management. Interspersed with examples from national and international organizations, the book also brings various HR aspects from countries across the globe, thus bringing in the national and international perspective to all the HR issues. Along with other contemporary and traditional chapters, the book includes the chapters on Establishment and Terms of Services, Competency-based HRM, Assessment Centre, Human Resources Accounting, and Work-life Balance and Well Being. Value-Adding Features • Preview An opening vignette introducing the HR topic, simulating the reference in context, generating interest and curiosity. • Did You Know? Has illuminations, events, and historical facts relating to the roots and evolution of HR. • Comparative Analysis Cites examples from national and multinational companies on all aspects of HRM, enabling the readers to compare the problems and solutions. • Recent Advances Feature includes changing conditions, advances in the field and emerging trends that may open up new areas or give leads for project work, studies, surveys and research. • Legal Corner A unique feature that gives insight into the national and international legal issues, framework and challenges faced by the corporates on a day-to-day basis. • Skill-building Activities Designed to tap readers' curiosity and interest, motivate and increase their eagerness to learn, provide an opportunity to expand their current range of knowledge, and test their skills with respect to the real-world issues • Case Studies Based on real situations, where conceptual knowledge has to be applied to deal with various corporate challenges.

Dependent Self-Employment

Author : U. Muehlberger
Publisher : Springer
ISBN 13 : 0230288782
Total Pages : 229 pages
Book Rating : 4.2/5 (32 download)

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Book Synopsis Dependent Self-Employment by : U. Muehlberger

Download or read book Dependent Self-Employment written by U. Muehlberger and published by Springer. This book was released on 2007-10-17 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book investigates work relationships on the border between employment and self-employment. Bringing together economic, sociological and legal research approaches, it analyses why firms deploy dependent self-employed workers, why individuals supply this form of work and by which informal and formal mechanism dependency is created.

Fundamentals of Human Resource Management

Author : Robert N. Lussier
Publisher : SAGE Publications
ISBN 13 : 1544324510
Total Pages : 465 pages
Book Rating : 4.5/5 (443 download)

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Book Synopsis Fundamentals of Human Resource Management by : Robert N. Lussier

Download or read book Fundamentals of Human Resource Management written by Robert N. Lussier and published by SAGE Publications. This book was released on 2019-08-06 with total page 465 pages. Available in PDF, EPUB and Kindle. Book excerpt: Fundamentals of Human Resource Management: Functions, Applications, Skill Development helps students of all majors build the skills they need to recruit, select, train, and develop employees. Bestselling authors Robert N. Lussier and John R. Hendon explore the important strategic function HR plays in today′s organizations. A wide variety of applications, self-assessments, and experiential exercises keep students engaged and help them see the relevancy of HR as they learn skills they can use in their personal and professional lives. The Second Edition includes 13 new case studies and new coverage of the agile workplace, generational differences, gamification, social media, and diversity and inclusion. This title is accompanied by a complete teaching and learning package.

Human Resource Management in the Knowledge Economy

Author : Mark L. Lengnick-Hall
Publisher : Berrett-Koehler Publishers
ISBN 13 : 9781576751596
Total Pages : 224 pages
Book Rating : 4.7/5 (515 download)

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Book Synopsis Human Resource Management in the Knowledge Economy by : Mark L. Lengnick-Hall

Download or read book Human Resource Management in the Knowledge Economy written by Mark L. Lengnick-Hall and published by Berrett-Koehler Publishers. This book was released on 2003 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume synthesizes thinking on knowledge management and intellectual capital from a broad range of sources and identifies how human resource management can make a value-added contribution.

Advances in Global Leadership

Author : William Mobley
Publisher : Emerald Group Publishing
ISBN 13 : 1849501467
Total Pages : 426 pages
Book Rating : 4.8/5 (495 download)

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Book Synopsis Advances in Global Leadership by : William Mobley

Download or read book Advances in Global Leadership written by William Mobley and published by Emerald Group Publishing. This book was released on 2003-04-10 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: These papers explore the interplay among country and company cultures, examine corporate strategy and identify the stage that company and business unit development has reached. The contributors offer a deeper understanding of multinational and global leadership issues.