Sales Management

Name: Sales Management
Price: 6.91 USD
Availability: InStock
ISBN: 9780132324120

ISBN-10: 0132324121

ISBN-13: 9780132324120

Edition: 2009

Authors: Jeff Tanner, Robert C. Erffmeyer, Earl Dwight Honeycutt

List price: $209.20

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Description:

Tanner is the only book on the market that prepares students to become effective sales managers in todayrsquo;s hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities. KEY TOPICS: Strategic Planning; Sales Leadership; Analyzing Customers and Markets; Designing and Developing the Sales Force; Process Management; Measurement, Analysis, and Knowledge Management; Cases For anyone looking for an up-to-date book on sales management with an emphasis on CRM.

Book details

List price: $209.20
Copyright year: 2009
Publisher: Prentice Hall PTR
Publication date: 10/28/2008
Binding: Mixed Media
Pages: 464
Size: 8.50" wide x 10.50" long x 0.75" tall
Weight: 2.508
Language: English




Strategic Planning



Introduction to Sales Management



The Sales Function and Multi-Sales Channels



Sales Leadership



Leadership and the Sales Executive



Ethics, the Law, and Sales Leadership



Analyzing Customers and Markets



Business-to-Business (B2B) Sales and Customer Relationship Management



Leveraging Information Technologies



Designing and Developing the Sales Force



Designing and Organizing the Sales Force



Recruiting and Selecting the Right Salespeople



Training and Developing the Sales Force



Process Management



Supervising, Managing, and Leading Salespeople Individually and in Teams



Setting Goals and Managing the Sales Force's Performance



Motivating and Rewarding Salespeople



Measurement, Analysis, and Knowledge Management



Turning Customer Information into Knowledge



Assessing the Performance of the Sales Force and the People Who Comprise It



Internal and External Cultural Forces That Affect a Firm's Sales Performance



Cases---there are 12 cases total


The exact order of cases and exact titles is still being determined---sample title:Case 1 Wellco Distributors: Considering a Diversity Program