Management of a Sales Force

ISBN-10: 0072398876

ISBN-13: 9780072398878

Edition: 11th 2003 (Revised)

Authors: Rosann L. Spiro, Greg A. Rich, William J. Stanton

List price: $164.06
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Book details

List price: $164.06
Edition: 11th
Copyright year: 2003
Publisher: McGraw-Hill Higher Education
Publication date: 11/8/2002
Binding: Hardcover
Pages: 592
Size: 8.25" wide x 10.50" long x 0.75" tall
Weight: 2.750
Language: English

William J. Stanton is professor emeritus of marketing at the University of Colorado-Boulder. He received his PhD in marketing from Northwestern University, where he was elected to Beta Gamma Sigma. He has worked in business and has taught in several management development programs for marketing executives. He has served as a consultant for various business organizations and has engaged in research projects for the federal government. Professor Stanton also has lectured at universities in Europe, Asia, Mexico, and New Zealand. A coauthor of the leading text in sales management, Professor Stanton has also published several journal articles and monographs. Marketing has been translated into Spanish, and separate editions have been adapted (with coauthors) for Canada, Italy, Australia, and South Africa. In a survey of marketing educators, Professor Stanton was voted one of the leaders in marketing thought. And he is listed in Who's Who in America and Who's Who in the World.

Introduction to Sales Force Management
The Field of Sales Force Management
Strategic Sales Force Management
Personal Selling Process
Organizing, Staffing, and Training a Sales Force
Sales Force Organization
Profiling and Recruiting Salespeople
Selecting and Hiring Applicants
Developing, Delivering, and Reinforcing a Sales Training Program
Directing Sales Force Operations
Motivating a Sales Force
Sales Force Compensation
Sales Force Expenses and Transportation
Leadership of a Sales Force
Sales Planning
Estimating Market Potential and Forecasting Sales
Sales Territories
Evaluating Sales Performance
Analysis of Sales Volume
Marketing Cost and Profitability Analysis
Evaluating a Salesperson's Performance
Ethical and Legal Responsibilities of Sales Managers
Integrative Cases
Careers in Sales Management
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