Management of a sales force / Rosann L. Spiro, Gregory A. Rich, William J. Stanton.
Material type:
TextPublication details: Boston : McGraw-Hill/Irwin, 2008.Edition: 12th edDescription: xxiii, 584 p. : illus., maps, fig. ; 25 cmISBN: - 007352977X
- 9780073529776
- 9780071259446
- 0071259449
- HF5438.4 .S78
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| HF5438.4 .J61 ChurchHill/Ford/Walker's Sales Force Management | HF5438.4 .J61 ChurchHill/Ford/Walker's Sales Force Management | HF5438.4 .S78 Management of a sales force / | HF5438.4 .S78 Management of a sales force / | HF5438.5 .B843 Promotion management / | HF5438.5 .C91 Sales promotion : | HF5438.8.K48 M35 1998 Key account management : |
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.
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