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Sales Force Management / Edition 6

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Product Details

  • ISBN-13: 9780070275553
  • Publisher: McGraw-Hill Higher Education
  • Publication date: 8/28/1999
  • Edition description: Older Edition
  • Edition number: 6

Table of Contents

1 An Overview of Sales Management 1
2 The Selling Process: Sales Activities and Careers 15
Pt. I Formulation of a Strategic Sales Program 51
3 Environmental Influences on Sales Programs and Performance 52
4 Marketing Planning, Sales Programs, and Account Management Policies 80
5 Organizing the Sales Effort 105
6 Demand Estimation 143
7 Sales Territories 181
8 Sales Quotas 215
Comprehensive Cases for Part I 237
Pt. II Implementation of the Sales Program 325
9 Model of Salesperson Performance 326
10 The Salesperson's Role Perceptions 342
11 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 363
12 Sales Force Recruitment and Selection 392
13 Sales Training: Objectives, Techniques, and Evaluation 422
14 Motivating the Sales Force 458
15 Designing Compensation and Incentive Programs 485
Comprehensive Cases for Part II 521
Pt. III Evaluation and Control of the Sales Program 589
16 Sales Analysis 590
17 Cost Analysis 622
18 Behavior and Other Performance Analyses 652
Comprehensive Cases for Part III 679
Pt. IV Epilog 715
Comprehensive Cases for Part IV 717
Notes 774
Case Index 798
Subject Index 799
Name Index 806
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