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Management of a sales force / Rosann L. Spiro, William J. Stanton, Gregory A. Rich

By: Spiro, Rosann L.
Contributor(s): Rich, Gregory A [(j.a.)] | Stanton, William J [(j.a.)].
Series: McGraw-Hill/Irwin series in marketing. Publisher: N.Y. : McGraw-Hill/Irwin, c2003Edition: 11th ed., Int. ed.Description: xxiii, 564 p. : ill. ; 25 cm.ISBN: 0071198989; 0072398876.Subject(s): Sales managementDDC classification: 658.81
Contents:
List of cases. - Pt. 1. Introduction to sales force management. 1. The field of sales force management. 2. Strategic sales force management. 3. The personal selling process. - Pt. 2. Organizing, staffing and training a sales force. 4. Sales force organization. 5. Profiling and recruiting salespeople. 6. Selecting and hiring applicants. 7. Developing, delivering, and reinforcing a sales training program. - Pt. 3. Directing sales force operations. 8. Motivating a sales force. 9. Sales force compensation. 10. Sales force expenses and transportation. 11. Leadership of a sales force. - Pt. 4. Sales planning. 12. Forecasting sales and developing budgets. 13. Sales territories. - Pt. 5. Evaluating sales performance. 14. Analysis of sales volume. 15. Marketing cost and profitability analysis. 16. Evaluating a salesperson's performance. 17. Ethical and legal responsibilities of sales managers. - Appendix A. Integrative cases. - Appendix B. Careers in sales management. - Credits. - Index.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 1, TierNo 2, BayNo 3

 658.81 SPI (Browse shelf) 1 Available GENLS,GENLS,03,GR 5000019864

Catalogued based on Int. ed.

Includes bibliographical references and indexes.

List of cases. - Pt. 1. Introduction to sales force management. 1. The field of sales force management. 2. Strategic sales force management. 3. The personal selling process. - Pt. 2. Organizing, staffing and training a sales force. 4. Sales force organization. 5. Profiling and recruiting salespeople. 6. Selecting and hiring applicants. 7. Developing, delivering, and reinforcing a sales training program. - Pt. 3. Directing sales force operations. 8. Motivating a sales force. 9. Sales force compensation. 10. Sales force expenses and transportation. 11. Leadership of a sales force. - Pt. 4. Sales planning. 12. Forecasting sales and developing budgets. 13. Sales territories. - Pt. 5. Evaluating sales performance. 14. Analysis of sales volume. 15. Marketing cost and profitability analysis. 16. Evaluating a salesperson's performance. 17. Ethical and legal responsibilities of sales managers. - Appendix A. Integrative cases. - Appendix B. Careers in sales management. - Credits. - Index.