| Description |
xxiii, 584 pages : illustrations, maps ; 26 cm |
| Contents |
1. The field of sales force management -- 2. Strategic sales force management -- 3. The personal selling process -- 4. Sales force organization -- 5. Profiling and recruiting salespeople -- 6. Selecting and hiring salespeople -- 7. Developing, delivering, and reinforcing a sales training program -- 8. Motivating a sales force -- 9. Sales force compensation -- 10. Sales force quotas and expenses -- 11. Leadership of a sales force -- 12. Forecasting sales and developing budgets -- 13. Sales territories -- 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 -- App. A. Integrated cases -- App. B. Careers in sales management |
| Notes |
"The purpose of this book is to prepare future salespersons and sales force managers. The 12th edition reflects the changing social and technological changes that will affect sales force managers during the 2000s. Emphasis is placed on how the Internet is affecting personal selling and sales management practices"--Provided by publisher |
| Bibliography |
Includes bibliographical references and index |
| Subject |
Sales management.
|
| Author |
Stanton, William J.
|
|
Rich, Gregory A.
|
| LC no. |
2006032619 |
| ISBN |
007352977X alkaline paper |
|
9780073529776 alkaline paper |
|
