Sales Force Management

by Rich

ISBN: 978-0-9971171-3-4 | Copyright 2016

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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