TY  - BOOK
AU  - Spiro,Rosann L.
AU  - Stanton,William J.
AU  - Rich,Gregory A.
TI  - Management of a sales force
SN  - 0072398876 (alk. paper)
AV  - HF5438.4 .S78 2003
U1  - 658.81 
PY  - 2003///
CY  - Boston
PB  - McGraw-Hill/Irwin
KW  - Sales management
N1  - Accession no. 11415 lost & replace by faculty, has given latest 12th ed; Rev. ed. of: Management of a sales force / William J. Stanton, Rosann Spiro. 10th ed. c1999; Includes bibliographical references and indexes; TOC;  	Introduction to sales force management --
The field of sales force management --
Strategic sales force management --
Personal selling process --
Organizing, staffing, and training a sales force --
Sales force organization --
Profiling and recruiting salespeople --
Selecting and hiring applicants --
Developing, delivering, and reinforcing a sales training program --
Directing sales force operations --
Motivating a sales force --
Sales force compensation --
Sales force expenses and transportation --
Leadership of a sales force --
Sales planning --
Estimating market potential and forecasting sales --
Sales territories --
Evaluating sales performance --
Analysis of sales volume --
Marketing cost and profitability analysis --
Evaluating a salesperson's performance --
Ethical and legal responsibilities of sales managers; BA
N2  - Summary:
Covers the concepts, and applies the theories associated with managing a sales force. This text offers a practical, applied, and student friendly approach

UR  - http://www.loc.gov/catdir/toc/mh031/2002027887.html
UR  - http://www.loc.gov/catdir/description/mh031/2002027887.html
UR  - http://www.loc.gov/catdir/enhancements/fy0737/2002027887-b.html
UR  - https://www.worldcat.org/title/management-of-a-sales-force/oclc/50192178&referer=brief_results
ER  -