Sales Management Analysis and Decision Making

ISBN-10: 0765622599
ISBN-13: 9780765622594
Edition: 7th 2009 (Revised)
List price: $134.95
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Description: "The new Seventh Edition of Sales Management blends the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales  More...

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Book details

List price: $134.95
Edition: 7th
Copyright year: 2009
Publisher: Routledge
Publication date: 12/15/2008
Binding: Paperback
Pages: 480
Size: 8.25" wide x 10.50" long x 0.50" tall
Weight: 1.782
Language: English

"The new Seventh Edition of Sales Management blends the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies." "Sales Management includes current coverage of the trends and issues in sales management and equips students with a strong foundation and skills necessary for the 21st century."--BOOK JACKET.

Preface
Changing World of Sales Management
Sales Management Process
Describing the Personal Selling Function
Defining the Strategic Role of the Sales Function
Developing the Salesforce
Directing the Salesforce
Determining Salesforce Effectiveness and Performance
The Changing Environment of Sales Management
Sales Management Trends
From Transactions to Relationships
From Individuals to Teams
From Sales Volume to Sales Productivity
From Management to Leadership
From Administrative to Entrepreneurial
From Local to Global
The Best Sales Organizations
Effective Sales Managers
Chapter Format
Concluding Statement
Sales Executive Panel
Describing the Personal Selling Function
Overview of Personal Selling
Personal Selling: It's All about the Customer
The Role of Personal Selling in Marketing
The Significance of Personal Selling
Types of Sales Jobs
Key Roles of Salespeople
Trust-Based Relationship Selling Process
Selling Foundations: Knowledge, Skills, and Trust-Building
Selling Strategy
Personal Selling Approaches
Future Themes in Sales Professionalism
Complexity
Collaboration
Accountability
Sales Career Insights
Defining the Strategic Role of the Sales Function
Organizational Strategies and the Sales Function
Changing Customers and Changing Strategies: Whirlpool
Organizational Strategy Levels
Corporate Strategy and the Sales Function
Corporate Mission
Definition of Strategic Business Units
Objectives for Strategic Business Units
Corporate Strategy Summary
Business Strategy and the Sales Function
Business Strategy Types
Business Strategy Summary
Marketing Strategy and the Sales Function
Advantages and Disadvantages of Personal Selling
Target Market Situations and Personal Selling
Marketing Mix Elements and Personal Selling
Integrated Marketing Communication
Marketing Strategy Summary
Sales Strategy Framework
Organizational Buyer Behavior
Buying Situation
Buying Center
Buying Process
Buying Needs
Sales Strategy
Account Targeting Strategy
Relationship Strategy
Selling Strategy
Sales Channel Strategy
The Internet
Distributors
Independent Representatives
Team Selling
Telemarketing
Trade Shows
Channel Conflict
Summary
Making Sales Management Decisions
Pronto Retail Centers
National Communications Manufacturing
Sales Organization Structure and Salesforce Deployment
Sales Organization Structure and Deployment: Hewlett-Packard
Sales Organization Concepts
Specialization
Centralization
Span of Control versus Management Levels
Line versus Staff Positions
Selling Situation Contingencies
Sales Organization Structures
Geographic Sales Organization
Product Sales Organization
Market Sales Organization
Functional Sales Organization
Strategic Account Organization
Identifying Strategic Accounts
Organizing for Strategic Account Coverage
Comparing Sales Organization Structures
Salesforce Deployment
Allocation of Selling Effort
Salesforce Size
Designing Territories
Procedure for Designing Territories
Using Technology
"People" Considerations
Summary
Making Sales Management Decisions
Protek Packaging, Inc.
Opti-Tax Consulting
Developing Forecasts
Forecasting by Sales Managers
Types of Forecasts
Uses of Forecasts
Top-Down and Bottom-Up Forecasts
Using Different Forecasting Approaches and Methods
Developing the Salesforce
Acquiring Sales Talent: Recruitment and Selection
Acquiring Sales Talent at AFLAC
Importance of Recruitment and Selection
Introduction to Salesforce Socialization
Recruitment and Selection Process
Planning for Recruitment and Selection
Recruitment: Locating Prospective Candidates
Selection: Evaluation and Hiring
Legal and Ethical Considerations in Recruitment and Selection
Key Legislation
Guidelines for Sales Managers
Ethical Issues
Summary
Making Sales Management Decisions
Sweet-Treats, Inc.
Titan Industries
Continual Development of the Salesforce: Sales Training
E-Learning Facilitates New Product Launch at International Rectifier
Role of Sales Training in Salesforce Socialization
Sales Training as a Crucial Investment
Managing the Sales Training Process
Assess Training Needs
Set Training Objectives
Evaluate Training Alternatives
Design the Sales Training Program
Perform Sales Training
Conduct Follow-Up and Evaluation
Ethical and Legal Issues
Summary
Making Sales Management Decisions
Solutions Software, Inc.
Compusystems, Inc.
Directing the Salesforce
Sales Leadership, Management, and Supervision
Sales Leadership: MPRS Sales, Inc.
Contemporary Views of Sales Leadership
Leadership Style
Leader-Member Exchange Model
A Leadership Model for Sales Management
Power and Leadership
Situational Factors
Needs and Wants of Salespeople
Goals and Objectives
Leadership Skills
Communication Mechanisms
Selected Leadership Functions
Coaching
Planning and Conducting Integrative Sales Meetings
Meeting Ethical and Moral Responsibilities
Problems in Leadership
Conflicts of Interest
Chemical Abuse and Dependency
Problem Salespeople: A Disruptive Influence
Termination of Employment
Sexual Harassment
Summary
Making Sales Management Decisions
Tasti-Fresh Bakery Products
Global Enterprise
Motivation and Reward System Management
Motivating and Rewarding at Interface Security Systems: Money, Beamers, and Trips
Motivation and Reward Systems
Optimal Salesforce Reward System
Types of Saleforce Rewards
Financial Compensation
Straight Salary
Straight Commission
Performance Bonuses
Combination Plans (Salary plus Incentive)
Determining Appropriate Financial Compensation Levels
Nonfinancial Compensation
Opportunity for Promotion
Sense of Accomplishment
Opportunity for Personal Growth
Recognition
Job Security
Sales Expenses
Additional Issues in Managing Salesforce Reward Systems
Sales Contests
Equal Pay
Team Compensation
Global Considerations
Changing the Reward System
Guidelines for Motivating and Rewarding Salespeople
Recruitment and Selection
Incorporation of Individual Needs
Information and Skills
Job Design
Building Self-Esteem
Proactive Approach
Summary
Making Sales Management Decisions
Stalwart Industrial Products
Floor-Shine Cleaning Products
Determining Salesforce Effectiveness and Performance
Evaluating the Effectiveness of the Organization
Evaluating Effectiveness and Increasing Productivity at Syngenta AG
Sales Organization Audit
Sales Organization Effectiveness Evaluations
Sales Analysis
Cost Analysis
Profitability Analysis
Activity-Based Costing
Return on Assets Managed Analysis
Productivity Analysis
Improving Sales Organization Effectiveness
Benchmarking
Six Signs
Ethical Issues
Concluding Comments
Summary
Making Sales Management Decisions
Beauty Glow Cosmetics Company
Induplicate Copiers, Inc.
Evaluating the Performance of Salespeople
Three Steps to Great Performance Evaluations
Purposes of Salesperson Performance Evaluations
Salesperson Performance Evaluation Approaches
Key Issues in Evaluating and Controlling Salesperson Performance
Criteria for Performance Evaluation
Performance Evaluation Methods
Performance Evaluation Bias
Evaluating Team Performance
Using Performance Information
Salesperson Job Satisfaction
Measuring Salesperson Job Satisfaction
Using Job Satisfaction Information
Summary
Making Sales Management Decisions
Labels Express
Oakmaster Furniture Inc. cases
Hospital Supply International: Rx for Increased Sales
Spectrum Brands, Inc.: The Salesforce Dilemma
Modern Plastics
Romano Pitesti
Biomed Co., Ltd.: Designing a New Compensation Plan
Glossary
Notes
Index
About the Authors

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