Topic: Business / Human Resources

 
Effective Human Resource Management in the Sales Force
Rene Y. Darmon
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Effective Human Resource Management in the Sales Force

Rene Y. Darmon Rene Y. Darmon

October 1992

Praeger

Cover
Pages
Volumes
Size
Hardcover
336
1
6 1/8x9 1/4
 
ISBN
978-0-89930-648-3
Print in Stock
$119.95

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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.

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.
Preface
Sales Forces as Networks of Independent Agents
The Sales Management's Challenges
Recognizing Potential Salespeople
Generating Candidates from the Best Sources
Selecting and Hiring the Best Sales Producers
Enhancing and Maintaining Sales Force Effectiveness Over Time
Building an Effective Sales Force Compensation Plan
Assessing the Effectiveness of Sales Force Compensation Plans
Setting-Up Effective Sales-Quota Plans
Managing Sales Force Turnover
Sales Force Management Practice and Research: Some Conclusions
Bibliography
Index




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