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Spiro, Rosann L.

Management of a sales force / Rosann L. Spiro, Gregory A. Rich, William J. Stanton. - 12th ed. - Boston : McGraw-Hill/Irwin, 2008. - xxiii, 584 p. : illus., maps, fig. ; 25 cm.

Includes index

PART I: Introduction to Sales Force Management
Chapter 1: The Field of Sales Force Management
Chapter 2: Strategic Sales Force Management
Chapter 3: Personal Selling Process

PART II: Organizing, Staffing, and Training a Sales Force Chapter 4: Sales Force Organization
Chapter 5: Profiling and Recruiting Salespeople
Chapter 6: Selecting and Hiring Applicants
Chapter 7: Developing, Delivering, and Reinforcing a Sales
Training Program

PART III: Directing Sales Force Operations
Chapter 8: Motivating a Sales Force
Chapter 9: Sales Force Compensation
Chapter 10: Sales Force Quotas & Expenses
Chapter 11: Leadership of a Sales Force

PART IV: Sales Planning
Chapter 12: Sales Forecasting and Developing Budgets
Chapter 13: Sales Territories

PART V: Evaluating Sales Performance
Chapter 14: Analysis of Sales Volume
Chapter 15: Marketing Cost and Profitability Analysis
Chapter 16: Evaluating a Salesperson's Performance
Chapter 17: Ethical and Legal Responsibilities of Sales Managers
Appendix A: Integrative Cases
Appendix B: Careers in Sales Management.

ISBN: 007352977X 9780073529776 9780071259446 0071259449

Subjects--Topical Terms:
Sales management.

LC Class. No.: HF5438.4 / .S78