Test bank for Management of a Sales Force 12th edition Rosan L. Spiro

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Test bank for Management of a Sales Force 12th edition Rosan L. Spiro

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Description Test bank for Management of a Sales Force 12th edition Rosan L. Spiro Table of Contents 1: The Field of Sales Force Management 2: Strategic Sales Force Management 3: Personal Selling Process 4: Sales Force Organization 5: Profiling and Recruiting Salespeople 6: Selecting and Hiring Applicants 7: Developing, Delivering, and Reinforcing a Sales Training Program 8: Motivating a Sales Force 9: Sales Force Compensation 10: Sales Force Quotas & Expenses 11: Leadership of a Sales Force 12: Sales Forecasting and Developing Budgets 13: Sales Territories 14: Analysis of Sales Volume 15: Marketing Cost and Profitability Analysis 16: Evaluating a Salesperson’s Performance 17: Ethical and Legal Responsibilities of Sales Managers

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