Sales Force Management, 9/e (sie)

1: Introduction to Sales Management in the Twenty-First Century

Part One: Formulation of a Sales Program

2: The Process of Selling and Buying

3: Linking Strategies and the Sales Role in the Era of Customer Relationship Management

4: Organizing the Sales Effort

5: The Strategic Role of Information in Sales Management

Part Two: Implementation of the Sales Program

6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

7: Salesperson Performance: Motivating the Sales Force

8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

9: Sales Force Recruitment and Selection

10: Sales Training: Objectives, Techniques, and Evaluation

11: Salesperson Compensation and Incentives

Part Three: Evaluation and Control of the Sales Program

12: Cost Analysis

13: Evaluating Salesperson Performance

New Features

Research Based: The text includes the latest theories and applications for modern sales force management, keeping the student abreast of classic and current research, application trends, and critical changes in the field. Boxed Examples: Innovation, Technology, and Leadership boxes are designed to illustrate the material presented in each chapter. Students will make connections to the theory and application concepts in the text and how the sales managers can greatly increase the success of their firms. Pedagogical Richness: Key Terms lists highlight the most important concepts in the text so students better know what to focus on. This text also has numerous industry examples and applications ? students can readily apply text concepts to real-life situations. It effectively uses icons and features boxes to highlight the major text themes of Innovation, Technology, and Leadership. Engaging discussion questions can be found at the end of each chapter: these make for great discussion starters as well as highly useful review questions for exams. Comprehensive, Integrative Cases: New and updated cases are provided in the ninth edition. Six popular cases are updated to incorporate in new technologies and managerial concepts. Three new sales management cases from the Ivey School of Business at the University of Western Ontario have been added ? one at the end of each major part of the book. Each chapter also contains a Minicase enabling students to apply directly what they are learning from each chapter. Strategic Partnership with HR Chally Group: HR Chally Group joins the ninth edition of Sales Force Management as a strategic partner. This group is the leading global consultancy focused on enterprise-wide talent management. Role Plays: Incorporates the latest in state-of-the-art sales management training in the form of role plays that faculty can use throughout the course. Each role play enables students to work together to employ important sales management concepts they have learned in that particular chapter. Leadership Challenge: Each end-of-chapter contains updated ?Leadership Challenge? feature boxes which puts the students in real life sales management situations and asks them to solve the problem. This feature engages students more directly in learning and applying leadership issues.