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Management of a sales force.

By: Contributor(s): Material type: TextTextSeries: McGraw-Hill/Irwin series in marketingPublication details: Boston : McGraw-Hill/Irwin, c2003.Edition: 11th ed. / Rosann L. Spiro, William J. Stanton, Gregory A. RichDescription: xxiii, 564 p. : ill. ; 26 cmISBN:
  • 0071198989 (international ed. : alk. paper)
Subject(s): DDC classification:
  • 658.81 SPI
Contents:
Introduction to Sales Force Management -- The Field of Sales Force Management -- Strategic Sales Force Management -- Personal Selling Process -- Organizing, Staffing, and Training a Sales Force -- Sales Force Organization -- Profiling and Recruiting Salespeople -- Selecting and Hiring Applicants -- 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 of a Sales Force -- Sales Planning -- Estimating Market Potential and Forecasting Sales -- Sales Territories -- Evaluating Sales Performance -- Analysis of Sales Volume -- Marketing Cost and Profitability Analysis -- Evaluating a Salesperson₂s Performance -- Ethical and Legal Responsibilities of Sales Managers.
Holdings
Item type Current library Call number Copy number Status Date due Barcode
Standard Loan Moylish Library Main Collection 658.81 SPI (Browse shelf(Opens below)) 2 Available 39002000372053
Standard Loan Moylish Library Main Collection 658.81 SPI (Browse shelf(Opens below)) 3 Available 39002000372004

Enhanced descriptions from Syndetics:

Covers the concepts and applies the theories associated with managing a sales force.

Rev. ed. of: Management of a sales force / William J. Stanton, Rosann Spiro. 10th ed. c1999.

Includes bibliographical references and indexes.

Introduction to Sales Force Management -- The Field of Sales Force Management -- Strategic Sales Force Management -- Personal Selling Process -- Organizing, Staffing, and Training a Sales Force -- Sales Force Organization -- Profiling and Recruiting Salespeople -- Selecting and Hiring Applicants -- 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 of a Sales Force -- Sales Planning -- Estimating Market Potential and Forecasting Sales -- Sales Territories -- Evaluating Sales Performance -- Analysis of Sales Volume -- Marketing Cost and Profitability Analysis -- Evaluating a Salesperson₂s Performance -- Ethical and Legal Responsibilities of Sales Managers.

Table of contents provided by Syndetics

  • Part I Introduction to Sales Force Management
  • Chapter 1 The Field of Sales Force Management
  • Chapter 2 Strategic Sales Force Management
  • Chapter 3 Personal Selling Process
  • Part II Organizing, Staffing, and Training a Sales Force
  • Chapter 4 Sales Force Organization
  • Chapter 5 Profiling and Recruiting Salespeople
  • Chapter 6 Selecting and Hiring Applicants
  • Chapter 7 Developing, Delivering, and Reinforcing a Sales Training Program
  • Part III Directing Sales Force Operations
  • Chapter 8 Motivating a Sales Force
  • Chapter 9 Sales Force Compensation
  • Chapter 10 Sales Force Expenses and Transportation
  • Chapter 11 Leadership of a Sales Force
  • Part IV Sales Planning
  • Chapter 12 Estimating Market Potential and Forecasting Sales
  • Chapter 13 Sales Territories
  • Part V Evaluating Sales Performance
  • Chapter 14 Analysis of Sales Volume
  • Chapter 15 Marketing Cost and Profitability Analysis
  • Chapter 16 Evaluating a Salesperson's Performance
  • Chapter 17 Ethical and Legal Responsibilities of Sales Managers
  • Appendix A Integrative Cases
  • Appendix B Careers in Sales Management

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