Contemporary Sales Force Management / Edition 1

Contemporary Sales Force Management / Edition 1

by William Winston, Tony Carter

ISBN-10: 0789004232

ISBN-13: 9780789004239

Pub. Date: 01/28/1997

Publisher: Taylor & Francis

By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to


By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book’s important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.

Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on:

  • the role of the sales force manager in organizations
  • strategic issues for an international sales effort
  • gaining functional expertise in sales and marketing along with industry knowledge
  • globalization and its impact on sales management
  • strategies for applying Total Quality Management to sales
  • electronic commerce and cultivating customers on the Web
  • the consequences of having a poorly motivated sales force with low morale
  • developing an environment that fosters and rewards the management of crisis
  • understanding your biases and stereotypical assumptions about others and how these affect decisionmaking
  • dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales force

    Contemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.

Product Details

Taylor & Francis
Publication date:
Haworth Marketing Resources Series
Edition description:
New Edition
Product dimensions:
5.70(w) x 8.10(h) x 0.70(d)

Table of Contents

Section IIntroduction to Contemporary Sales Force Management
Chapter 1.The Role of the Sales Force Manager in Organizations3
Contemporary Sales Force Management3
Difficulty in Sales7
Motivation and Morale8
Management Efforts to Ensure Good Sales Performance9
Incentive Plans and Motivation11
Effective Organizational Communication13
Informal Networks14
Sales Feedback and Monitoring14
Other Methods15
Case Study: Lillian Spirits16
Case Study: Tellco Management, Inc.18
Case Study: Palin Electronics and the "Pay at Risk Compensation Program"19
Section IIAutomation and Sales Force Management
Chapter 2.Sales Force Technology23
Technology and the Sales Force23
The Virtual Mobile Sales Force24
Electronic Commerce26
Virtual Mobile Office26
Sales Force Technology Suggestions27
Practical Applications of Sales Force Technology29
Contact Management34
Multimedia Presentation35
Database Sales36
The Internet39
Selling On-Line41
Cultivating Customers on the Web41
Some Suggestions for Selecting Sales Force Technology Vendors45
Case Study: Kontac Information Resources Company (KIRC)46
Section IIIGlobalization
Chapter 3.Strategic Issues for an International Sales Effort51
Global Sales Environment51
International Sales Techniques51
How to Select Target Countries53
How to Enter Target Markets55
International Sales Opportunities61
Some Reasons to Select China65
Case Study: Monahan's Candy79
Section IVEffective Sales Force Management in A Volatile Business Environment
Chapter 4.Reengineering83
Sales Management and Reengineering83
Shift of Opportunities87
Restructuring the IBM Sales Force90
Hewlett-Packard and Reengineering94
Personnel Restructuring95
Case Study: Copeland Corporation98
Chapter 5.Crisis Management101
The Consequences of Crisis102
Union Carbide103
Causes of Crisis105
A Framework for Crisis Solutions for Sales Force Managers107
A Sales Manager's Preventive Framework for Crisis110
Some Success Stories113
Other Tools Sales Managers Use to Deal with Crisis114
System Checklist116
Case Study: Global Optics118
Chapter 6.Legal, Regulatory, and Ethical Matters121
Legal Issues in Sales121
Regulatory Issues in Sales134
Ethics in Sales137
Sales Situations Involving Ethical Issues138
Case Study: Krol LTD.142
Chapter 7.Sales Force Management and Diversity145
Sales Force Diversity Issues145
Impact of Litigation on Sales Managers152
Attacking the Problem154
Women in Sales Management159
Case Study: Boston Trust162
Case Study: Hunter Corporation165
Section VCurrent Selling Skills and Tools
Chapter 8.Sales Planning169
Management Function of Sales Planning169
Market Dynamics171
Competition Analysis172
Financial Condition173
Sample Sales Plan173
Defining the Market184
Price Determination187
Case Study: Sales Management of Drug Products193
Chapter 9.Personal Selling197
Importance of Selling197
Selling Skills198
The Mechanics of Selling199
Consultative Selling209
Team Selling211
Case Study: Richmond Corporation216
Case Study (Role-Play): Livingston Carpet218
Chapter 10.Customer Relationship Building221
What Is Customer Relationship Building?221
Relationship Selling221
What Should Be Done to Build?222
Team Building225
Repeat Sales226
Customer Advisory Boards as a Sales Tool for the Customer Relationship-Building Process226
Trust Building234
Evaluating Board Members235
Case Study: Thames International, Inc.237
Case Study: Global Optics238
Case Study: Hendricks Insurance Company241
Chapter 11.Total Quality Management243
Applying TQM to Sales244
Sales as a Process246
TQM Terms250
Implementation Issues251
Case Study: Sebco, Inc.256
Chapter 12.Mentorships and Time Management259
The Mentor Program259
Time Management264
Case Study: Jansen Manufacturing271

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