Management of a Sales Force

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Supplemental Materials

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Introduction to Sales Force Management
The Field of Sales Force Management
Strategic Sales Force Management
Personal Selling Process
Organizing, Staffing, and Training a Sales Force
Sales Force Organization
Profiling and Recruiting Salespeople
Selecting and Hiring Applicants
Developing, Delivering, and Reinforcing a Sales Training Program
Directing Sales Force Operations
Motivating a Sales Force
Sales Force Compensation
Sales Force Expenses and Transportation
Leadership of a Sales Force
Sales Planning
Estimating Market Potential and Forecasting Sales
Sales Territories
Evaluating Sales Performance
Analysis of Sales Volume
Marketing Cost and Profitability Analysis
Evaluating a Salesperson's Performance
Ethical and Legal Responsibilities of Sales Managers
Integrative Cases
Careers in Sales Management
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