Effective Human Resource Management In The Sales Force
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Effective Human Resource Management In The Sales Force
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Author : Rene Y. Darmon
language : en
Publisher: Praeger
Release Date : 1992-10-23
Effective Human Resource Management In The Sales Force written by Rene Y. Darmon and has been published by Praeger this book supported file pdf, txt, epub, kindle and other format this book has been release on 1992-10-23 with Business & Economics categories.
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.
Sales Hr Strategy
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Author : Ritesh Agarwal
language : en
Publisher: Ritesh Agarwal
Release Date : 2020-06-18
Sales Hr Strategy written by Ritesh Agarwal and has been published by Ritesh Agarwal this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-18 with Business & Economics categories.
A robust HR Strategy for Sales is key to maximize business topline and enhance bottom-line. In any company, sales function has a considerable number of employees and the team needs to be managed properly to run the business smoothly. Several people processes- hiring, performance management, incentives, engagement, capability building and attrition management need to be designed and implemented effectively to keep the team motivated and drive superlative sales performance. This book is a practical guide on managing these complex HR areas of Sales Function for any company.
How To Measure Human Resource Management
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Author : Jac Fitz-enz
language : en
Publisher: McGraw Hill Professional
Release Date : 2002
How To Measure Human Resource Management written by Jac Fitz-enz and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Business & Economics categories.
Once thought of simply as the place where employee records are kept, today's human resources department has evolved into a manager of human capital. However, HR faces challengesamong them providing necessary services at competitive cost, enhancing productivity, and justifying budgets at a time when outsourcing firms threaten its very existence. Now more than ever, HR needs to position itself as a value-added partner that contributes to the strategic goals of its organization. This Third Edition of a human resources classic is the only book to provide a proven, quantifiable method for accurately measuring the productivity of all major HR functions. How to Measure Human Resources Management is nothing short of a must-have for HR managersa tool that allows you to gauge the effectiveness of your department and communicate with senior management in the quantitative business language they understand. Thoroughly revised, this practical guide offers new chapters that show how to measure: Intellectual capital The effectiveness of the HR Web site: the employee handbook, retirement and benefits information, etc. HR call centers and service centers Now you can accurately measure virtually anything that needs measuring, from a specific task to the way your entire department is organized. You'll see how to support your managerial decisionsfrom how much HR staff is needed to how much to spend on HR serviceswith hard numbers obtained from easy-to-apply formulas and benchmark database examples. Authors Jac Fitz-enz and Barbara Davison expertly demonstrate how you can: Evaluate all your human resources activities and costs, including: staffing, training, HRIS services, employee turnover, employee absence control, and the pay and benefits system Collect data on costs, time, and the quantity and quality of work The book includes another new chapter on employee communicationswhich is at the heart of leading the new employeeas well as expanded coverage of the role of technology, now the driving force in HR management. The authors also offer guidance in linking HR activities to business objectives and, ultimately, to the organization's goals. In addition, they examine the future direction of HR and its likely prospects, problems, and payoffs in the new millennium. Direct, easy-to-follow, and remarkably insightful, How to Measure Human Resources Management is a resource no HR manager can afford to be without. Protect your HR department and prove its value with a measurement system that works Is it cost-effective to add staff in a given area? Does a training program have a positive impact on costs and sales? How can you increase employee satisfaction and also benefit the organization? At a time when human resources managers are under great pressure to accurately measure job performance, defend their budgets against outsourcing, and even justify their own existence, answering questions like these is a necessary yet often difficult challenge. How to Measure Human Resources Management is designed to help HR managers confidently measure all major personnel functions and make tough decisions. From hiring and staffing, to compensation and benefits, to training and development, to employee relations and retention programs and more, you'll see how to better measure and manage overall HR productivity and serviceconfirming your role in giving your company a competitive edge. This completely updated Third Edition of a classic HR text provides a wealth of new information, including: Measuring intellectual capital and Web-based HR systems Connecting compensation to revenues and expenses Keeping management satisfied with the hiring process Assessing the value of outsourcing and call centers Measuring the effect of leadership and management development Understanding the costs of and reasons for absenteeism and turnover Use How to Measure Human Resources Management to show top management in quantitative terms how the HR function contributes to your company's bottom line.
Leading The Sales Force
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Author : René Y. Darmon
language : en
Publisher: Cambridge University Press
Release Date : 2007
Leading The Sales Force written by René Y. Darmon and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Business & Economics categories.
A guide for sales managers, presenting an integrative vision of the complex sales force system.
Hr Strategy For The High Performing Business
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Author : Ap Eigenhuis
language : en
Publisher: Kogan Page Publishers
Release Date : 2008-09-03
Hr Strategy For The High Performing Business written by Ap Eigenhuis and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-09-03 with Business & Economics categories.
HR Strategy for the High Performing Business encourages companies to analyse the weak points in their business and focus HR on transforming these problem areas. A unique checklist to identify areas of corporate weakness demonstrates how to interpret the results and deliver HR strategies that will revolutionize performance. Depending on results defined by the checklist, it provides a tailored programme of robust and proven management strategies for improving business performance through targeted HR. Supported by a wealth of case studies showing how the approach has already been used to transform a number of leading businesses, this insightful book shows how to take a step back, assess business weaknesses and act with pinpoint accuracy to improve performance.
Armstrong S Handbook Of Strategic Human Resource Management
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Author : Michael Armstrong
language : en
Publisher: Kogan Page Publishers
Release Date : 2020-12-03
Armstrong S Handbook Of Strategic Human Resource Management written by Michael Armstrong and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-12-03 with Business & Economics categories.
Armstrong's Handbook of Strategic Human Resource Management is a complete guide to integrating HR strategies with wider organizational goals and objectives approaches to achieve sustained competitive advantage. Supported by key learning summaries, source reviews and practical real-life examples from organizations including UNICEF and General Motors (GM), this book provides coverage of HRM strategies in key areas of the function such as employee engagement, talent management and learning and development, as well as strategic HRM approaches in an international context. This fully revised seventh edition of Armstrong's Handbook of Strategic Human Resource Management contains new chapters on evidence-based strategic HRM, employee wellbeing strategies and HR analytics, as well as additional case studies and updated wider content to reflect the latest research and thinking. It remains an indispensable resource for both professionals and those studying HR qualifications, including undergraduate and masters degrees and the CIPD's advanced level qualifications. Online supporting resources include lecture slides and comprehensive handbooks for lecturers and students which include self-assessment questions, case study exercises, and a glossary and literature review.
Modern Perspectives In Business Applications
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Author : Syed Abdul Rehman Khan
language : en
Publisher: BoD – Books on Demand
Release Date : 2020-05-13
Modern Perspectives In Business Applications written by Syed Abdul Rehman Khan and has been published by BoD – Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-05-13 with Business & Economics categories.
This book is unique! Until now, purchasing and supply management books have had a primarily domestic outlook. However in this book, important issues related to sales management and supply management are handled with a modern perspective. This book has global vision tied into management principles based on an understanding of the sales management and basic job of purchasing and supply management, as all authors have held high-level positions directing the effort. Distinguished researchers from prestigious universities have written chapters and case studies from real-world events that challenge the brightest minds.
Strategic Human Resource Development
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Author : SRINIVAS R. KANDULA
language : en
Publisher: PHI Learning Pvt. Ltd.
Release Date : 2001-01-01
Strategic Human Resource Development written by SRINIVAS R. KANDULA and has been published by PHI Learning Pvt. Ltd. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-01-01 with Business & Economics categories.
With the onset of globalization, liberalization and technological market changes, organizations are making many strategic responses by redefining their portfolios, processes, systems and structures. At operational level, these responses are: (i) Portfolio related responses (mergers, acquisitions, demergers, diversification, share buy-back, divestiture, and so on) process related strategic responses (quality strategy, international quality certification, JIT, benchmarking, core competence, etc.) and (iii) structure related responses (strategic business units, matrix structures, and flat organization structures). This well-organized and compact text gives a brilliant analysis of the significance of the HRD system in planning and implementation of strategic responses, focussing on the alignment between strategic responses of organizations and HRD in India~s most valuable companies. The entire theme is presented with the help of exhaustive literature review and is based on empirical study conducted in 59 Indian organizations. The book is unique as it provides overview of 26 strategic responses and the role of HRD in them. The book is profusely illustrated and contains 140 tables, and a fairly large number of figures and boxes, which will enable the readers to grasp the subject with ease. The comprehensive References will be of great help in delving deeper into the topics discussed. Designed primarily as a textbook for postgraduate students of management, and postgraduate diploma students in Business/Human Resource Management, this indepth and fascinating study on strategic human resource development will be highly useful to consultants and practitioners in HRD and all those involved in strategic management/corporate planning.
Fortify Your Sales Force
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Author : Renie McClay
language : en
Publisher: John Wiley & Sons
Release Date : 2010-01-28
Fortify Your Sales Force written by Renie McClay and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-01-28 with Business & Economics categories.
How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years. The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.
Strategic Business Partner
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Author : Dana Gaines Robinson
language : en
Publisher: Berrett-Koehler Publishers
Release Date : 2005-03-01
Strategic Business Partner written by Dana Gaines Robinson and has been published by Berrett-Koehler Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-03-01 with Business & Economics categories.
Research clearly indicates that there is a strong need for the Human Resources (HR) function, and the people in it, to adopt a more strategic and business-linked approach. In one study business executives ranked the HR function as third, after sales and customer service, as a function that makes a very significant contribution to a company's bottom line. Unfortunately research also indicates that few HR functions have become strategic. Most still operate in a primarily administrative and tactical manner—the very work that is increasingly being outsourced. Clearly there is a gap between what business leaders and employees need from their HR departments and what HR is providing. HR functions must become more integrated into the business, with some people on the HR team assuming the role of Strategic Business Partner (SBP). Here, Dana and Jim Robinson offer guidance for HR, Organization Development and Learning professionals who aspire to transform themselves into effective Strategic Business Partners. They explain how SBPs build partnerships, based upon credibility and trust, with key organization leaders. These partnerships provide SBPs with opportunities to identify and support projects directly aligned with business goals. The success of these projects deepens the SBPs' credibility, enabling them to be viewed as strategic partners. At this higher level of accountability, SBPs work with business leaders to form long-range business strategies and plans, creating and implementing people initiatives that link into and support the business strategies and plans. This practical guide offers case studies, exercises, tips, and tools you can use to become a Strategic Business Partner in your organization.