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Full Description
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills.
Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more.
Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Contents
Preface xxiii
About the Authors xxxi
1 Introduction to Sales Force Management and Its Evolving Roles 1
2 Managing Ethics in a Sales Environment 30
3 Customer Relationship Management (CRM) and Building Partnerships 62
4 The Selling Process 96
5 Sales Forecasting and Budgeting 125
6 Sales Force Planning and Organizing 155
7 Time and Territory Management 187
8 Recruiting and Selecting the Sales Force 215
9 Training the Sales Force 251
10 Sales Force Leadership 285
11 Sales Force Motivation 333
12 Sales Force Compensation 371
13 Sales Organization Audit and Sales Analytics 403
14 Sales Force Performance Evaluation 438
Glossary G-1
Index I-1
