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소 개
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SALES MANAGEMENT blends the most recent sales management research with real-life "best practices" of leading sales organizations. This text continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Topics are covered from the perspective of a sales management decision maker.
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차 례
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Module 1 - Changing World of Sales Management
Part One: Describing the Personal Selling Function
Module 2 - Overview of Personal Selling
Part Two: Defining the Strategic Role of the Sales Function
Module 3 - Organizational Strategies and the Sales Function
Module 4 - Sales Organization Structure and Salesforce Deployment
Appendix 4 Developing Forecasts
Part Three: Developing the Salesforce
Module 5 - Staffing the Salesforce: Recruitment and Selection
Module 6 - Continual Development of the Salesforce: Sales Training
Part Four: Directing the Salesforce
Module 7 - Sales Management Leadership and Supervision
Module 8 - Motivation and Reward System Management
Part Five: Determining Salesforce Effectiveness and Performance
Module 9 - Evaluating the Effectiveness of the Organization
Module 10 - Evaluating the Performance of Salespeople
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저 자
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Thomas N. Ingram Colorado State University
Raymond W. LaForge University of Louisville
Ramon A. Avila Ball State University
Charles H. Schwepker, Jr. Central Missouri State University
Michael R. Williams Illinois State University
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