Sales Management

ISBN-10: 0132324121
ISBN-13: 9780132324120
Edition: 2009
List price: $209.20 Buy it from $10.45
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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  More...

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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: 2.530
Language: English

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.

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

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