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Author:   Jeff Tanner, Jr. ,  Earl Honeycutt ,  Robert Erffmeyer ,  Robert Erffmeyer
Publisher:   Pearson Education Limited
Imprint:   Pearson Education Limited
Edition:   Pearson New International Edition
Dimensions:   Width: 22.00cm , Height: 2.00cm , Length: 27.50cm
Weight:   0.994kg
ISBN:  

9781292023458

ISBN 10:   1292023457
Pages:   456
Publication Date:   29 July 2013
Audience:   College/higher education ,  Tertiary & Higher Education
Format:   Paperback
Publisher's Status:   Active
Availability:   Available To Order  
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Table of Contents

Part One - Strategic Planning Chapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two - Sales Leadership Chapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three -Analyzing Customers and Markets Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management Chapter 6: Leveraging Information Technologies Part Four - Designing and Developing the Sales Force Chapter 7: Designing and Organizing the Sales Force Chapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five - Process Management Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams Chapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six - Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program

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