Sales Management: Pearson New International Edition

By Tanner Jeff, Honeycutt Earl D., Erffmeyer Robert ..
Publisher: Pearson Education Limited, 2013
ISBN: 9781292036625
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For courses in sales management.

Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today’s hyper-competitive, global economy—by integrating current technology, research, and strategic thinking activities.

Table of Contents
1. Introduction to Sales Management
2. The Sales Function and Multi-Sales Channels
3. Leadership and the Sales Executive
4. Ethics, the Law, and Sales Leadership
5. Business-to-Business (B2B) Sales and Customer Relationship Management
6. Leveraging Information Technologies
7. Designing and Organizing the Sales Force
8. Recruiting and Selecting the Right Salespeople
9. Training and Developing the Sales Force
10. Supervising, Managing, and Leading Salespeople Individually and In Teams
11. Setting Goals and Managing the Sales Force’s Performance
12. Motivating and Rewarding Salespeople
13. Turning Customer Information into Sales Knowledge
14. Assessing the Performance of the Sales Force and the People Who Comprise It
15. Internal and External Cultural Forces That Affect a Firm’s Sales Performance
16. The Plantation: Planning, Setting Goals, and Team Selling
17. TIP Financial Services Corporation: Managing a Field Sales Force
18. Wellco Distributors: Considering a Diversity Program
19. Pacific Medical Supply Company: Hiring, Motivating, and Retaining Good Salespeople
20. Southeastern Sales Associations: Evaluating and Coaching Salespeople to Improve Their Performanc
21. Afgar Corporation: Managing Multi-channel Sales
22. Freedom Telecom: Setting New Sales Goals to Turn the Sales Force Around
23. The Sarasota Journal: Inevitable Chance and the Restructuring of the Sales Force
24. Concord and Associates: Evaluating a Sales Territory
25. Cannon Associates: Achieving Internal Alignment among Your Old and New Sales Force
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