Contents of the Book
1. Selling Against the Goal: How Corporate Sales Professionals Generate the Leads they Need
2. Sales Force Management: A Comparative Analysis of Major and Upcoming Pharmaceutical Companies in India
3. Bank Marketing: Making of a Successful Salesperson
4. Managing Your Sales Force: A Motivational Approach
5. Whos in Charge? How to Govern Sales Compensation Programs
6. Rewards and Recognition Programs in BPO Companies
7. Performance and Incentive Management in Sales Force
8. Using Sales Compensation to Drive Strategy
9. Professional Sales Manager
10. Strategic Analysis of Sales Force Compensation Escalation in the Cardiac Rhythm Management Industry
11. Is Your Sales Force Adaptable?
12. New Problems, New Solutions
13. The Sales Web: Linking New Applications to form Integrated Sales Processes
14. High-Performance Sales Effectiveness Initiatives
15. Using Business Intelligence to Increase Motivation and Productivity of Sales Force
16. Rethinking Your Sales Organization: Sales Agility and Sales Force Automation Powering the Next Level of Performance 17. Index

How a firm manages and co-ordinates its sales force is critical to the success or failure of its sales strategies. The challenge for the organization is to place the right person in the right job. This is only possible by identifying the attributes and strengths of the sales force. The organization faces these unique and difficult problems as it tries to motivate and compensate the sales force. The use of technology has helped improve the efficiency of the above systems. The book tries to study these new and innovative performance and incentive management systems. The book also discusses the importance of sales force structure, deployment and use of technology in creating motivational tools towards its management. In today's marketplace companies are constantly looking to differentiate themselves from competition so that they can gain an edge over competitors. Being a business leader makes you aware about how vital it is the need of necessary information to make correct decisions in a timely manner. Therefore, it becomes imperative for sales-driven organizations to use business intelligence information and readjust their supply chain and processes to improve sales activities. Thus, the use of business intelligence helps a company stay ahead of its competitors. The book tries to cover these new and emerging trends in sales-driven organizations. The book is divided into three sections. The first section is "People aspects", the second section is "Motivational aspects" and the third section is "Trends".