This is 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; and, 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. The other paperback titles in the series include: Finance and Accounting for Nonfinancial Managers, Mergers & Acquisitions, and Corporate Strategy.