Sales Force Dynamics: Motives, Management, Money, Marketplace - Image 1

£64.57

Praeger Sales Force Dynamics: Motives, Management, Money, Marketplace

Name: Sales Force Dynamics: Motives, Management, Money, Marketplace
Brand: Praeger
Price: 64.57 GBP
Availability: InStock

Call Centre Management

This is the most expensive it has ever been. Walk away.

£65 today · previous high £65 · all-time low £60

NEW HERE?

Amazon shows you one price. We show you all of them.

Tosheroon watches Amazon prices so you don't have to. Every product on Amazon has a price history — we make it visible. Set the price you'd actually pay, and we'll email you the second it gets there. No app, no account, one email.

WHAT'S ON THIS PAGE

↓ Price chart
when this has been cheap or pricey

↓ Forecast
where the price is heading next

↓ Statistics
all-time high & low, recent range

↑ Price alert
name your number, we'll email you

Price History & Forecast

Grey patches = out of stock. Cheaper = lower on the chart. Hover for exact prices.

Last 74 days · 74 data points (no recent data)

Historical

Generating forecast…

Price Distribution

Price distribution over 74 days • 2 price levels

Days at Price

Current Price

Price Analysis

Most common price: £60 (73 days, 98.6%)

Price range: £60 - £65

Price levels: 2 different prices over 74 days

Description

Many people have favorite theories about what factors contribute to the development of a successful sale force. Many of these theories contain some grains of truth, but few have been empirically tested. This book demonstrates, systematically, the importance of four key factors of a successful sales force. It presents a detailed analysis of the single and interactive importance of each factor and demonstrates that it is the interaction of the four factors that ultimately leads to an effective sales force. It concludes, convincingly, that all four factors must be considered when developing the sales force. Harnessing the power of the motives of the sales personnel--in essence, the behavior styles of the individuals comprising the sales force--is important for success. A variety of individual motivational patterns exist within different and equally effective sales personnel. In this book these patterns are identified, defined, and discussed. The most critical motives are self-discipline, entrepreneurship, interpersonal sociability, and social aggressiveness. Even sales people with ideal motive patterns will benefit from being matched with appropriate sales managers. The best sales managers know themselves and have keen insights into the best ways to motivate and lead each person of the sales team. The best managers treat each person as a unique being. They begin by identifying each person's motivational pattern and then provide appropriate reinforcement. The author details how to accomplish this. The critical importance of money is discussed and reviewed in relation to specific behavior patterns. A variable (high-risk) commission income is especially motivational to some types of sales personnel, whereas a constant (low-risk) salary income is more effective with other sales personnel. The value of marketplace information is also essential to the performance of the sales people and the products. This source of information is evaluated carefully. Finally, data are presented that demonstrate the interactive effect of all four variables in a productive, dynamic sales force. About the Author JAMES B. WEITZUL is President of the Princeton, New Jersey consulting firm, Banks & Weitzul, Inc. A psychologist with a doctorate from Cornell University, he lists among his many clients Nabisco Brands and Prudential Insurance. His first book, Evaluating Interpersonal Skills in the Job Interview: A Guide for Human Resource Professionals, was published in 1992.

Key Features

Used Book in Good Condition

Product Specifications

Brand: Praeger
Format: hardcover
ASIN: 0899308074
Category: Books > Subjects > Business, Finance & Law > Management > Call Centre Management
Domain: Amazon UK
Release Date: 05 March 1993
Listed Since: 15 January 2007

Barcode

No barcode data available

Praeger Sales Force Dynamics: Motives, Management, Money, Marketplace

This is the most expensive it has ever been. Walk away.

Price History & Forecast

Price Distribution

Price Analysis

Description

Key Features

Product Specifications

Barcode

Similar Products You Might Like

Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources)

Contemporary Sales Force Management - Routledge Business Book

Emerging Trends in Sales Thought and Practice

B2B Professional Sales: Theory, Process, Application, Tools: Volume 2 (Two Volume Set)

B2B Professional Sales: Theory , Process, Application, Tools: black & white paperback version

Sales Management for Improved Organizational Competitiveness and Performance (Advances in Logistics, Operations, and Management Science)

Fundamentals of Selling

The Unstoppable Sales Machine: How to Connect, Convert, and Close New Customers

Values, Expectations, Ad Hoc Rules, and Culture Emergence in International Cross-Cultural Management Contexts (Focus on Civilizations and Culture Series)

Thriving in Digital Workspaces: Emerging Issues for Research and Practice

Business to Business Marketing: Relationships, Networks, and Strategies

The Unstoppable Sales Team: Elevate Your Team’s Performance, Win More Business, and Attract Top Performers

Churchill/Ford/Walker's Sales Force Management (MCGRAW-HILL/IRWIN SERIES IN MARKETING)

Organizational Behavior and Management

Emotions and Leadership: 15 (Research on Emotion in Organizations, 15)

Zeitgemäßes Motivationsmanagement. Die Nutzung motivationspsychologischer Ansätze zur Steigerung der Arbeitsleistung und Arbeitszufriedenheit

Guanxi And Business (Third Edition): 3rd Edition: 10 (Asia-pacific Business Series)

Initiatives by Subsidiaries of Multinational Corporations: An Empirical Study on the Influence of Subsidiary Role Context

Envisionary Management: A Guide for Human Resources Professionals in Management Training and Development

Sales Management: A Primer for Frontier Markets

The Oxford Handbook of Strategic Sales and Sales Management (Oxford Handbooks in Business and Management)