Sales Management

Name: Sales Management
Availability: OutOfStock
ISBN: 9780030243493

ISBN-10: 0030243491

List price: $70.00

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List price: $70.00
Edition: 5th
Publisher: Harcourt College Publishers
Binding: Paperback
Language: English

Preface
Introduction to Sales Management	p. 1
Sales Management: Its Nature, Rewards, and Responsibilities	p. 2
Social, Ethical, and Legal Responsibilities of Sales Personnel	p. 38
Planning the Sales Team's Efforts	p. 77
Building Relationships through Strategic Planning	p. 78
The Market-Driven Sales Organization	p. 128
Forecasting Market Demand and Sales Budgets	p. 162
Design and Size of Sales Territories	p. 200
Sales Objectives and Quotas	p. 234
Staffing the Sales Team	p. 267
Planning for Staffing Successful Salespeople	p. 268
Recruiting Successful Salespeople	p. 298
Selection, Placement, and Socialization of Successful Salespeople	p. 336
Training the Sales Team	p. 375
The Management of Sales Training and Development	p. 378
Contents of the Sales Training Program: Sales Knowledge and the Selling Process	p. 412
Directing the Sales Team	p. 457
Motivating Salespeople toward High Performance	p. 458
Compensation for High Performance	p. 494
Leading the Sales Team	p. 540
Controlling the Sales Team	p. 583
Analysis of Sales and Marketing Costs	p. 584
Evaluation of Salespeople's Performance	p. 626
Notes	p. 665
Glossary	p. 671
Index	p. 677
Table of Contents provided by Blackwell. All Rights Reserved.