Sales management : shaping future sales leaders / John F. Tanner, Jr., Earl D. Honeycutt, Jr., Robert C. Erffmeyer.

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

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.

BA

Sagar Shahanawaz