Management of a sales force / Rosann L. Spiro, William J. Stanton and Gregory A. Rich
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TextPublication details: [New Delhi] : McGraw Hill Education, c2003Edition: Eleventh editionDescription: xxiii, 564 pages : illustrations ; 26 cmISBN: - 72398876
- HF 5438 .S78 2003
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National University - Manila | LRC - Annex General Circulation | Gen. Ed. - CBA | GC HF 5438 .S78 2003 (Browse shelf(Opens below)) | c.1 | Available | NULIB000005954 |
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Includes index.
Part 1. Introduction to sales force management -- 1. The field of sales force management -- 2. Strategic sales force management -- 3. Personal selling process -- Part 2. Organizing, staffing, and training a sales force -- 4. Sales force organization -- 5. Profiling and recruiting salespeople -- 6. Selecting and hiring applicants -- 7. Developing, delivering, and reinforcing a sales training program -- Part 3. Directing sales force operations -- 8. Motivating a sales force -- 9. Sales force compensation -- 10. Sales force expenses and transportation -- 11. Leadership of a sales force -- Part 4. Sales planning -- 12. Estimating market potential and forecasting sales -- 13. Sales territories -- Part 5. Evaluating sales performance -- 14. Analysis of sales volume -- 15. Marketing cost and profitability analysis -- 16. Evaluating a salesperson's performance -- 17. Ethical and legal responsibilities of sales managers
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