Sales Force Management

The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills.

Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more.  

Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.

Preface

Part 1: Twenty-First-Century Sales Force Management

1 Introduction to Sales Force Management and Its Evolving Roles

2 Managing Ethics in a Sales Environment

3 Customer Relationship Management (CRM) and Building Partnerships

4 The Selling Process

Part 2: Organizing and Developing the Sales Force

5 Sales Forecasting and Budgeting

6 Sales Force Planning and Organizing

7 Time and Territory Management

8 Recruiting and Selecting the Sales Force

Part 3: Managing and Directing Sales Force Efforts

9 Training the Sales Force

10 Sales Force Leadership

11 Sales Force Motivation

12 Sales Force Compensation

Part 4: Controlling and Evaluating Sales Force Performance

13 Sales Organization Audit and Sales Analytics

14 Sales Force Performance Evaluation

Glossary

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.