Background
Calvin, Robert Joseph was born on December 28, 1936 in Chicago, Illinois, United States. Son of Joseph K. and Pauline (Pauline) Calvin.
( BUILD and manage a SALES FORCE that's worth sell-ebrati...)
BUILD and manage a SALES FORCE that's worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers • Ideas for sourcing, screening, and selecting the best candidates • Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills • The model for choosing the most successful sales force organization and deployment • Monetary and nonmonetary methods to reward positive sales force action and results • Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.
http://www.amazon.com/gp/product/0071486542/?tag=2022091-20
professor author management consultant
Calvin, Robert Joseph was born on December 28, 1936 in Chicago, Illinois, United States. Son of Joseph K. and Pauline (Pauline) Calvin.
Bachelor, Connecticut Wesleyan University, 1956. Master of Business Administration, Columbia University, 1957.
With sales department Cryovac Division W.R. Grace Company, Boston, 1958—1960. Assistant to president Laboratory Electronics, 1960—1962. General manager Mid Continent Leasing, Chicago, 1963—1965.
President Hayward Marum Inc., Lawrence, Massachusetts, 1970—1980, Management Dimensions Inc., Chicago, since 1962, Hartmarx Furnishings Group, 1986—1987. Adjunct professor Graduate School Business, University Chicago, since 1984. Visiting professor Xiamen University, since 2002, Bank of China International, Institute of Finance.
President board directors Jane Addams Center, Chicago. Board directors Hull House Associates.
( BUILD and manage a SALES FORCE that's worth sell-ebrati...)
(Sales Management Demystified: A Self-teaching Guide by Ro...)
Married Jane L. Levy, April 27, 1940. Children: Susan D., Amy E.