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Sales Force Management
by Rich
ISBN: 978-0-9971171-3-4 | Copyright 2016
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The Chicago Business Press titles have been acquired by Sage.
Product
page: https://us.sagepub.com/en-us/nam/sales-force-management/book287847
Instructor site: https://edge.sagepub.com/richsfm
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| Cover (pg. i) | |
| Table of Contents (pg. v) | |
| Preface (pg. xvii) | |
| Chapter 1: Introduction to Sales Force Management (pg. 1) | |
| Chapter 2: Strategy (pg. 29) | |
| Chapter 3: The Personal Selling Process (pg. 57) | |
| Chapter 4: Sales Force Organization (pg. 83) | |
| Chapter 5: Profiling and Recruiting Salespeople (pg. 119) | |
| Chapter 6: Selecting and Hiring Salespeople (pg. 149) | |
| Chapter 7: Sales Training (pg. 183) | |
| Chapter 8: Motivating a Sales Force (pg. 211) | |
| Chapter 9: Sales Force Compensation (pg. 241) | |
| Chapter 10: Sales Force Quotas and Expenses (pg. 271) | |
| Chapter 11: Leadership of a Sales Force (pg. 307) | |
| Chapter 12: Forcasting and Budgets (pg. 335) | |
| Chapter 13: Sales Territories (pg. 371) | |
| Chapter 14: Sales Volume and Analysis (pg. 401) | |
| Chapter 15: Cost and Profit Analysis (pg. 421) | |
| Chapter 16: Evaluating a Salesperson's Performance (pg. 445) | |
| Chapter 17: Ethics and Laws (pg. 473) | |
| Company Index (pg. 493) | |
| Subject Index (pg. 495) | |
| Instructors Only | |
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