Sales Force Management / Edition 6

Sales Force Management / Edition 6

by Mark Allen Staff, Orville C. Walker, Neil M. Ford, John F Tanner
     
 

ISBN-10: 0070275556

ISBN-13: 9780070275553

Pub. Date: 08/28/1999

Publisher: McGraw-Hill Higher Education

Product Details

ISBN-13:
9780070275553
Publisher:
McGraw-Hill Higher Education
Publication date:
08/28/1999
Edition description:
Older Edition

Table of Contents

An Overview of Sales Management
1(21)
The Strategic Role of Selling and Sales Management
22(25)
Part I Formulation of a Strategic Sales Program 47(230)
The Process of Buying and Selling
48(25)
Environmental Influences on Sales Programs and Performance
73(21)
Organizing the Sales Force
94(35)
Demand Estimation and Sales Quotas
129(43)
Sales Territories
172(105)
Cases for Part I
199(78)
Part II Implementation of the Sales Program 277(232)
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
278(24)
Salesperson Performance: Motivating the Sales Force
302(27)
Personal characteristics and Sales Aptitude: Criteria for Selecting Salespeople
329(24)
Sales Force Recruitment and Selection
353(27)
Sales Training: Objectives, Techniques, and Evaluation
380(30)
Designing Compensation and Incentive Programs
410(99)
Cases for Part II
443(66)
Part III Evaluation and Control of the Sales Program 509(184)
Sales Analysis
510(20)
Cost Analysis
530(27)
Behavior and Other Performance Analyses
557(136)
Cases for Part III
581(112)
Notes 693(20)
Case Index 713(1)
Name Index 714(6)
Subject Index 720

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