TY  - BOOK
AU  - Tanner,John F.
AU  - Honeycutt,Earl D.
AU  - Erffmeyer,Robert
TI  - Sales management: shaping future sales leaders 
SN  - 9780132324120
AV  - HF5438.4 .T36 2009
U1  - 658.81 
PY  - 2009///
CY  - Upper Saddle River, NJ, New Delhi
PB  - Pearson Prentice Hall, Pearson Education
KW  - Sales management
KW  - Selling
KW  - Case studies
N1  - Includes bibliographical references and indexes; TOC;  	Part One -- Strategic Planning Chapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two -- Sales Leadership Chapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three --Analyzing Customers and Markets Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management Chapter 6: Leveraging Information Technologies Part Four -- Designing and Developing the Sales Force Chapter 7: Designing and Organizing the Sales Force Chapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five -- Process Management Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams Chapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six -- Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program; BA
N2  - Summary:
	

For courses in sales management. Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy--by integrating current technology, research, and strategic thinking activities
UR  - http://www.loc.gov/catdir/toc/ecip0827/2008039596.html
UR  - https://www.worldcat.org/title/sales-management-shaping-future-sales-leaders/oclc/213835319&referer=brief_results
ER  -