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Management of A Sales Force

ISBN-10: 025621896X

ISBN-13: 9780256218961

Edition: 10th 1999

Authors: William J. Stanton, Rosann Spiro

List price: $120.93
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Book details

List price: $120.93
Edition: 10th
Copyright year: 1999
Publisher: McGraw-Hill Higher Education
Publication date: 11/3/1998
Binding: Hardcover
Pages: 656
Size: 8.00" wide x 9.00" long x 1.20" tall
Weight: 2.288
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
The Personal Selling Process
Organizing, Staffing, and Training a Sales Force
Sales Force Organization
Profiling and Recruiting Salespeople
Selecting Salespeople
Hiring and Socializing New Salespeople
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 and Supervision of a Sales Force
Sales Force Morale
Sales Planning
Estimating Market Potential and Forecasting Sales
Sales Territories
Sales Budgets and Quotas
Evaluating Sales Performance
Analysis of Sales Volume
Marketing Cost and Profitability Analysis
Evaluating a Sales Person's Performance
Ethical and Legal Responsibilities of Sales Managers Integrative Cases
Careers in Sales Management