TY  - BOOK
AU  - Spiro,Rosann L.
AU  - Stanton,William J.
AU  - Rich,Gregory A.
TI  - Management of a sales force
SN  - 007352977X 
AV  - HF5438.4 .S78 
PY  - 2008///
CY  - Boston
PB  - McGraw-Hill/Irwin
KW  - Sales management
N1  - 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
ER  -