The Handy Paperback Edition of McGraw-Hill's One-Volume, MBA-Level Course on Sales Management The hardcover edition of McGraw-Hill's Sales Management is renowned for its straightforward treatment of the entire process of recruiting, building, and managing a results-driven sales team. Now, this value-packed paperback edition provides busy executives with everything found in the hardcover, all in a package designed to be more easily transportable and affordable. Look to this all-in-one sales manager's guide for comprehensive facts and analysis on: Strategy and objectives Hiring Training Compensation Organization Deployment Forecasts Sales plans Nonmonetary motivators Sales force automation Performance evaluations As a sales manager, your career success depends on the performance and success of your sales team. Discover how to train and retain a team of top sales professionals--and mold that team into a motivated and cohesive sales unit--in Sales Management. Look to the McGRAW-HILL EXECUTIVE MBA SERIES for straight-talking, technique-filled books, written by front-line executive education professors and modeled after the programs of top business schools.Other paperback titles in the series include: Finance and Accounting for Nonfinancial Managers Mergers & Acquisitions Corporate Strategy

Author Biography

Robert J. Calvin (Chicago, IL) is president of Management Dimensions, a sales training and management firm, and adjunct professor at the University of Chicago Graduate School of Business.