Sales Management : Concepts and Cases, 7th Edition,9780471388807

Sales Management : Concepts and Cases, 7th Edition

by ; ;
Edition: 7th
ISBN13: 9780471388807
ISBN10: 0471388807
Format: Hardcover
Pub. Date: 2001-01-01
Publisher(s): Wiley
List Price: $112.20

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Summary

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Table of Contents

PART I SALES MANAGEMENT FUNCTIONS AND STRENGTHS
Introduction to Selling and Sales Management
1(40)
Strategic Planning and Budgeting
41(43)
PART II DEVELOPING THE SELLING FUNCTION
Personal Selling
84(40)
Account Relationship Management
124(37)
Territory Management
161(37)
Sales Ethics
198(30)
PART III SALES GOALS AND STRUCTURE
Estimating Potentials and Forecasting Sales
228(20)
Organization
248(50)
Territory Design
298(23)
PART IV BUILDING A SALES PROGRAM
Recruiting and Selecting Personnel
321(40)
Sales Training
361(36)
PART V LEADING AND MOTIVATING THE SALES FORCE
Leadership
397(34)
Motivating Salespeople
431(43)
Compensating Salespeople
474(33)
Evaluating Performance
507(31)
Appendix A: In-Class Exercises 538(1)
Appendix B: Getting a Job in Sales 538(9)
References 547(16)
Credits 563(4)
Key Term & Subject Index 567(6)
Author Index 573(6)
Company Index 579(6)
Case Index 585

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