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Spiro, Rosann L.;

Management of a sales force - 11 - New Delhi Tata McGrawhill 2003 - 628 p. Paper

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




Covers the concepts, and applies the theories associated with managing a sales force. This text offers a practical, applied, and student friendly approach.



ISBN: 9780070585119

Subjects--Topical Terms:
Sales Management

Dewey Class. No.: 658.81