Грэг Маршалл - Управление отделом продаж
- Название:Управление отделом продаж
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- Издательство:Литагент 5 редакция
- Год:2017
- Город:Москва
- ISBN:978-5-699-79323-5
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Грэг Маршалл - Управление отделом продаж краткое содержание
В новом издании вас ожидают:
[ul]актуальный набор практических инструментов по управлению отделом продаж;
примеры из современной практики управления продажами;
разбор вопросов лидерства, технологий, инноваций, этики и глобального бизнеса;
разные подходы к коммуникации в сфере продаж.[/ul]
Управление отделом продаж - читать онлайн бесплатно полную версию (весь текст целиком)
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В то время, как другое исследование занимается изучением способностей, необходимых для работы, данное исследование направлено на изучение миссионерской продажи. См. Dan C. Weilbaker. The Identification of Selling Abilities Needed for Missionary Type Sales. Journal of Personal Selling & Sales Management (лето 1990). С. 45–58.
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Детальное описание решающих аспектов работы см. Phil Faris. No More Winging It. Sales & Marketing Management (август 1986), стр. 88–91; Claudia M. Van Der Heijde and Beatrice I.J. M. Van Der Heijden. A Competence-Based and Multidimensional Operationalization and Measurement of Employability. Human Resource Management 45 (осень 2006). С. 449.
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182
Richard Nelson. Maybe It’s Time to Take Another Look at Tests as a Selection Tool. Journal of Personal Selling & Sales Management (август 1987). С. 33–38; Adler, Personality Tests for Salesforce Selection, с. 27–31; J. Denrell. Selection Bias and the Perils of Benchmarking. Harvard Business Review (апрель 2005). С. 114–119.
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Более детальную информацию о процедуре проверки тестов на профессиональную пригодность см. на сайте Комиссии по вопросу равных возможностей занятости www.eeoc.gov.
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Ежегодный отчет Lucent Technologies, 2006. www.lucent.com. Более детальная информация о самостоятельном обучении и его влиянии на результат см. Andrew B. Artis and Eric G. Harris. Self-Directed Learning and Sales Force Performance: An Integrated Framework. Journal of Personal Selling & Sales Management 27 (зима 2007). С. 9–24; Mark P. Leach, Annie H. Liu, and Wesley J. Johnston. The Role of Self-Regulation Training in Developing the Motivation Management Capabilities of Salespeople. Journal of Personal Selling & Sales Management , 25 (лето 2005). С. 269–281; Brad Huisken. How Do I Set Up a Productivity Improvement Program? Jewelers Circular Keystone (JCK) 178 (октябрь 2007). С. 140.
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