Sales management : teamwork, leadership, and technology
著者
書誌事項
Sales management : teamwork, leadership, and technology
（The Dryden Press series in marketing）
Dryden Press, Harcourt Brace College Publishers, c1998
5th ed
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注記
Includes index
内容説明・目次
内容説明
Completely revised and updated for 21st Century selling, this popular text has been renamed and revamped to reflect issues affecting salespeople today and well beyond. The most current text on the market, Sales Management: Teamwork, Leadership and Technology focuses on topics most important to today's organisations, including team building, leadership, relationship selling, services and non-profit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson turned professor, Futrell, empowers students with the tools to win customers for life. Features: * Drawing from his personal sales experience, research, and numerous interviews with practising sales reps and managers, Futrell has created a text that equips readers with the basic skills and knowledge needed to operate an outside sales force from small firms to multinational giants. * The text reflects the author's "learn by doing" approach used in his own classroom. Students gain hands-on sales training through suggested video role plays, coupled with myriad examples, end-of-chapter management application questions, innovative projects, and cases.
Featured in short, medium, and longer formats, most of the end-of-chapter cases are completely new for the fifth edition. * Ethics issues are integrated throughout the text, including an entire chapter devoted to the social, ethical, and legal responsibilities of sales reps and managers, as well as end-of-chapter ethical dilemma questions. New to this edition: * Hundreds of new industry examples have been integrated throughout the fifth edition, giving students insight into real-world selling and sales management issues. Each chapter opens with an illustration from the field, introducing chapter concepts in the context of real-world practice. * A new central theme illustrates the use of technology and automation in selling and servicing prospects and customers. * The use of teams to sell, service, and oversee customers is emphasized throughout, reflecting real-world practices from the sales field. * Sales management experimental exercises have been added to each chapter, enabling students to apply chapter concepts to real-world scenarios and sharpen their own selling skills. Exercises can be completed in class or outside for subsequent in-class discussion.
* Penned by sales professionals from around the globe, new "Selling and Managing Globally" boxed features integrate international insight with chapter concepts. * Discussions and examples of effective leadership--a key to high-performing sales team--have been significantly expanded throughout the text. * Sales career coverage has been expanded, illustrating to students the sales jobs in all organizations--business, service, and nonprofit.
目次
Preface. Part I: Introduction to Sales Management. Sales Management: Its Nature, Rewards, and Responsibilities. Social, Ethical, and Legal Responsibilities of Sales Personnel. Part II: Planning the Sales Team's Efforts. Building Relationships through Strategic Planning. The Market-Driven Sales Organisation. Forecasting Market Demand and Sales Budgets. Design and Size of Sales Territories. Sales Objectives and Quotas. Part III: Staffing the Sales Team. Planning for Staffing Successful Salespeople. Recruiting Successful Salespeople. Selection, Placement, and Socialisation of Successful Salespeople. Part IV: Training the Sales Team. The Management of Sales Training and Development. Contents of the Sales Training Program: Sales Knowledge and the Selling. Part V: Directing the Sales Team. Motivating Salespeople toward High Performance. Compensation for High Performance. Leading the Sales Team. Part VI: Controlling the Sales Team. Analysis of Sales and Marketing Costs. Evaluation of Salespeople's Performance. Notes. Glossary.
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