Industrial salesforce management
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| 1. Verfasser: | |
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| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London [u.a.]
Croom Helm
1986
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
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MARC
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Datensatz im Suchindex
| _version_ | 1819736754528190464 |
|---|---|
| adam_text | IMAGE 1
INDUSTRIAL
ARTHUR MEIDAN
IMAGE 2
CONTENTS
LIST OF TABLES LIST OF FIGURES PREFACE ACKNOWLEDGEMENTS
DEDICATION
1. THE ROLES AND TASKS OF INDUSTRIAL SALESFORCE 1
THE ROLES OF INDUSTRIAL SALESFORCE 3
THE NATURE OF SELLING TASK 8
SALESFORCE OBJECTIVES 10
ANALYSIS OF THE INDUSTRIAL SELLING FUNCTION 12 RELATIONS WITH INDUSTRIAL
BUYERS 13
RELATIONS WITH THE INDUSTRIAL SELLER 16 THE TYPES OF PERSONAL SELLING 21
THE FUTURE ROLES .OF INDUSTRIAL SALES PERSONS 24
2. INDUSTRIAL SALESFORCE ORGANISATIONAL STRUCTURE 28
THE NATURE AND PURPOSE OF AN ORGANISATIONS STRUCTURE 29
FACTORS INFLUENCING THE STRUCTURE 32
ORGANISATIONAL OBJECTIVES 36
ORGANISATIONAL DESIGN 40
SALESFORCE SYSTEMS 43
TERRITORY-STRUCTURED SALESFORCE 44
PRODUCT-STRUCTURED SALESFORCE 45
CUSTOMER-STRUCTURED SALESFORCE 47
SPECIALISATION BY TASK 50
VERTICAL ORGANISATIONAL SYSTEMS 53
SINGLE LINE 57
MULTI-STAGE SPECIALISATION 58
PRODUCT MANAGERS 64
IMAGE 3
MARKET MANAGER SYSTEMS 66
SYSTEMS SELLING 67
SUMMARY 69
3. PLANNING THE INDUSTRIAL SALESFORCE 72
THE PLANNING APPROACH 74
ADVANTAGES OF PLANNING THE SALESFORCE 75 KEY ELEMENTS FOR EFFECTIVE
PLANNING 76 STRATEGIC PLANNING OF SALESFORCE 79
SITUATIONAL ANALYSIS 82
SETTING GOALS 88
PROGRAMMING SALESFORCE ACTIVITIES 91 BUDGETING 91
QUOTA SETTING 93
CONTINGENCY PLANS 95
OPTIMISING THE NUMBER OF INDUSTRIAL SALES PERSONS 96
DIFFICULTIES IN OPTIMISING THE NUMBER OF SALESPERSONS 97
THE ALTERNATIVE QUANTITATIVE APPROACHES ... 98 SUMMARY 109
4. RECRUITING AND SELECTING THE INDUSTRIAL SALESFORCE 113
GENERAL .ISSUES IN SELECTION AND RECRUITING 114 THE IMPORTANCE OF
CORRECT RECRUITMENT AND SELECTION 116
RECRUITMENT 118
JOB DESCRIPTION 118
CONSTRUCTING AN EMPLOYEE PROFILE 120
SOURCES OF CANDIDATES 127
THE SCREENING OF PROSPECTS 130
RECRUITMENT STRATEGY 132
SELECTION 133
BASIC CONCEPTS IN SALESPERSON S SELECTION . 133 PROBLEMS ASSOCIATED WITH
THE SELECTION PROCESS 135
CONDUCT OF SELECTION INTERVIEW 139
COMMON FAULTS IN SELECTION PROCEDURE 141
5. TRAINING AND SYSTEMS OF COMPENSATION 144
THE NEEDS AND OBJECTIVES OF TRAINING 144 FOR NEW RECRUITS 148
FOR EXPERIENCED INDUSTRIAL SALESPERSONS ... 150 THE TRAINING METHODS 153
PROBLEMS ASSOCIATED WITH THE TRAINING FUNCTION 157
COMPENSATION SYSTEMS 161
IMAGE 4
FACTORS INFLUENCING COMPENSATION SYSTEM ... 161
MOTIVATING INDUSTRIAL SALESPERSONS 165 THE NATURE OF COMPENSATION
PACKAGES 169 THE STRAIGHT SALARY PLAN 170
STRAIGHT COMMISSION PACKAGE 172
SALARY PLUS INCENTIVE COMBINATION PLAN .... 174 OTHER COMPENSATION
PACKAGES 180
SUMMARY 183
6. SUPERVISING AND CONTROLLING INDUSTRIAL SALESFORCE 187
SUPERVISION FUNCTIONS AND METHODS 187 DIRECT SUPERVISION TECHNQIES 189
INDIRECT METHODS 191
EVALUATION OF CONTROL TECHNQIES 195
CONTROL THROUGH PLANNING 197
THE SYSTEM APPROACH 200
METHODS OF SALESFORCE CONTROL 201
CONTROLLING QUOTAS, BONUSES AND COMMISSIONS 203
SUMMARY 204
7. THE APPRAISAL OF SALESFORCE PERFORMANCE 207
FACTORS AFFECTING INDUSTRIAL SALESPERSONS PERFORMANCE 207
METHODS OF EVALUATION 209
TRADITIONAL APPROACHES 209
MANAGEMENT BY OBJECTIVES 214
RESPONSE FUNCTION MODELS 218
IMPLEMENTING THE EVALUATION PROCESS 218 SUMMARY - 220
8. STYLES OF. INDUSTRIAL SALESFORCE MANAGEMENT 223
THE DESIGN OF SALES TERRITORIES 223
OBJECTIVES OF SALES TERRITORY DESIGN 223 FACTORS INFLUENCING
INDUSTRIAL SALES IN A TERRITORY 225
METHODS OF DESIGNING SALES TERRITORIES .... 226 INDUSTRIAL SALESFORCE
MANAGEMENT IN INFLATION AND RECESSION 230
DIRECTION AND CONTROL 232
PRODUCTIVITY 234
SALESFORCE, SIZE AND ORGANISATION 235 COMMUNICATION, BUDGETING AND
FORECASTING .. 236 STYLES OF INDUSTRIAL SALESFORCE MANAGEMENT 236
CONCLUSIONS 238
INDEX 241
|
| any_adam_object | 1 |
| author | Meidan, Arthur |
| author_facet | Meidan, Arthur |
| author_role | aut |
| author_sort | Meidan, Arthur |
| author_variant | a m am |
| building | Verbundindex |
| bvnumber | BV003706752 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.4 |
| callnumber-search | HF5438.4 |
| callnumber-sort | HF 45438.4 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 620 QP 621 |
| ctrlnum | (OCoLC)13947794 (DE-599)BVBBV003706752 |
| dewey-full | 658.8/102 658.3/044 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/102 658.3/044 |
| dewey-search | 658.8/102 658.3/044 |
| dewey-sort | 3658.8 3102 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| id | DE-604.BV003706752 |
| illustrated | Illustrated |
| indexdate | 2024-12-23T11:03:37Z |
| institution | BVB |
| isbn | 0709935757 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-002359658 |
| oclc_num | 13947794 |
| open_access_boolean | |
| owner | DE-384 DE-703 DE-739 DE-188 |
| owner_facet | DE-384 DE-703 DE-739 DE-188 |
| physical | 244 S. graph. Darst. |
| publishDate | 1986 |
| publishDateSearch | 1986 |
| publishDateSort | 1986 |
| publisher | Croom Helm |
| record_format | marc |
| spellingShingle | Meidan, Arthur Industrial salesforce management Industrial procurement Sales management Verkauf (DE-588)4117346-6 gnd Investitionsgut (DE-588)4027566-8 gnd Investitionsgütermarketing (DE-588)4072915-1 gnd Sales-promotion (DE-588)4076968-9 gnd Außendienst (DE-588)4003828-2 gnd |
| subject_GND | (DE-588)4117346-6 (DE-588)4027566-8 (DE-588)4072915-1 (DE-588)4076968-9 (DE-588)4003828-2 |
| title | Industrial salesforce management |
| title_auth | Industrial salesforce management |
| title_exact_search | Industrial salesforce management |
| title_full | Industrial salesforce management |
| title_fullStr | Industrial salesforce management |
| title_full_unstemmed | Industrial salesforce management |
| title_short | Industrial salesforce management |
| title_sort | industrial salesforce management |
| topic | Industrial procurement Sales management Verkauf (DE-588)4117346-6 gnd Investitionsgut (DE-588)4027566-8 gnd Investitionsgütermarketing (DE-588)4072915-1 gnd Sales-promotion (DE-588)4076968-9 gnd Außendienst (DE-588)4003828-2 gnd |
| topic_facet | Industrial procurement Sales management Verkauf Investitionsgut Investitionsgütermarketing Sales-promotion Außendienst |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002359658&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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