Effective Human Resource Management in the Sales Force

by Rene Y. Darmon

Book Overview

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...

• Format: Hardcover
• Language: English
• ISBN: 0899306489
• ISBN13: 9780899306483
• Release Date: October 1992
• Publisher: Praeger
• Length: 336 Pages
• Weight: 1.41 lbs.
• Dimensions: 0.8" x 6.1" x 9.2"