Medical Office Procedures or Management of a Sales Force

Medical Office Procedures: With Computer Simulation Text-Workbook with CD-ROM

Author: Karonne Becklin

Medical Office Procedures 5e by Becklin is a text-workbook that introduces and describes the tasks of a medical assistant's career; teaches records management, medical communications, and scheduling skills; and describes procedures for preparing patients' charts and bills. Practice management and finances are also addressed. Multi-day simulations provide real-world experience with physician dictation.

New interesting textbook: Economics and Contemporary Issues or Japans New Economy

Management of a Sales Force

Author: William J J Stanton

Management of the Sales Force covers the concepts and applies the theories associated with managing a sales force. The sales management course is offered in most marketing departments. In some cases you will find the sales management and selling course have merged (which is one reason why we've added a new chapter on personal selling to appeal to the widest audience.)This is the #1 selling text in this market. It has been praised over the years for being practical, applied, and student friendly. Previously known as Stanton, Buskirk and Spiro, the tenth edition marks Rosann Spiro's leadership role and thus, the cover reflects this change by including only Bill Standon and Rosann Spiro's names.

Table of Contents:

Part I: Introduction to Sales Force Management1. The Field of Sales Force Management 2. Strategic Sales Force Management 3. The Personal Selling Process Part II: Organizing, Staffing, and Training a Sales Force 4. Sales Force Organization 5. Profiling and Recruiting Salespeople 6. Selecting Salespeople 7. Hiring and Socializing New Salespeople 8. Developing, Delivering and Reinforcing a Sales Training Program Part III: Directing Sales Force Operations 9. Motivating a Sales Force 10. Sales Force Compensation 11. Sales Force Expenses and Transportation 12. Leadership and Supervision of a Sales Force 13. Sales Force Morale Part IV: Sales Planning 14. Estimating Market Potential and Forecasting Sales 15. Sales Territories 16. Sales Budgets and Quotas Part V. Evaluating Sales Performance 17. Analysis of Sales Volume 18. Marketing Cost and Profitability Analysis 19. Evaluating a Sales Person's Performance 20. Ethical and Legal Responsibilities of Sales Managers (and more...)