Management Of A Sales Force, 11/e

1. The Field of Sales Force Management

2. Strategic Sales Force Management

3. Personal Selling Process


Part II  Organizing, Staffing, And Training A Sales Force

4. Sales Force Organization

5. Profiling and Recruiting Salespeople

6. Selecting and Hiring Applicants

7. Developing, Delivering, and Reinforcing a Sales
Training Program


Part III  Directing Sales Force Operations

8. Motivating a Sales Force

9. Sales Force Compensation

10. Sales Force Expenses and Transportation

11. Leadership of a Sales Force


Part IV  Sales Planning

12. Estimating Market Potential and Forecasting Sales

13. Sales Territories


Part V  Evaluating Sales Performance

14. Analysis of Sales Volume

15. Marketing Cost and Profitability Analysis

16. Evaluating a Salesperson’
s Performance

17. Ethical and Legal Responsibilities of Sales Managers


Appendices

Management Of A Sales Force is the number one selling text in this market. This book covers the concepts and applies the theories associated with managing a sales force. This text is praised for its practical, applied, student friendly approach.