Sales Force Management
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Abstract
1. Introduction to Sales Management in the Twenty-First Century Part I: Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of Customer Relationship Management 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Comprehensive Cases for Part One Part II: Implementation of the Sales Program 6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 7. Salesperson Performance: Motivating the Sales Force 8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 9. Sales Force Recruitment and Selection 10. Sales Training: Objectives, Techniques, and Evaluation 11. Salesperson Compensation and Incentives Comprehensive Cases for Part Two Part III: Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance Comprehensive Cases for Part Three