Overview

Management of a Sales Force takes a practical approach to sales management. Concepts are clearly explained in an accessible style to assist student understanding. This text is the ideal learning tool for both vocational and university courses where a more practical focus is taken.

Full Product Details

Author:   William J. Stanton
Publisher:   McGraw-Hill Education - Europe
Imprint:   McGraw-Hill Education / Australia
Edition:   Australian e.
Dimensions:   Width: 18.10cm , Height: 3.10cm , Length: 24.00cm
Weight:   1.035kg
ISBN:  

9780074704875

ISBN 10:   0074704877
Pages:   552
Publication Date:   07 October 1998
Audience:   College/higher education ,  Professional and scholarly ,  Tertiary & Higher Education ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   Out of stock  
The supplier is temporarily out of stock of this item. It will be ordered for you on backorder and shipped when it becomes available.

Table of Contents

Contents Preface About the Author Part I Organising and staffing a sales role The field of sales force management The personal selling process Strategic sales force management Sales force organisation Profiling and recruiting sales people Selecting, hiring and inducting sales people Part II Training and directing sales force operations Developing and conducting sales training programs Motivation and sales force morale Sales force compensation and expenses Leadership and supervision of a sales force Part III Planning and evaluating sales force performance Forecasting sales Sales department budgeting and quotas Sales territories Analysis of sales Marketing cost and profitability analysis Evaluating an individual's sales performance Ethical and legal responsibilities of sales managersIndex

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Author Information

Professor Emeritus of Marketing at the University of Colorado in Boulder. He earned his M.B.A. and Ph.D. degrees at Northwestern University. For 35 years, Bill worked extensively with both undergraduate and graduate students at Colorado, developing teaching/learning materials and curricular programs. As an extension of his teaching interests, he has worked in business and has taught in management development programs for sales and marketing executives. For many years he taught in management development programs sponsored by Sales and Marketing Executives-International, including the Field Sales Management Institute (for middle-level sales executives) and the Graduate School of Sales and Marketing Management (for top-level sales and marketing executives).

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