内容説明
Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making Management of A Sales Force, 12e, by far the most current sales management textbook on the market.
目次
PART I: Introduction to Sales Force Management Chapter 1: The Field of Sales Force Management Chapter 2: Strategic Sales Force Management Chapter 3: Personal Selling Process PART II: Organizing, Staffing, and Training a Sales ForceChapter 4: Sales Force Organization Chapter 5: Profiling and Recruiting Salespeople Chapter 6: Selecting and Hiring ApplicantsChapter 7: Developing, Delivering, and Reinforcing a Sales Training ProgramPART III: Directing Sales Force OperationsChapter 8: Motivating a Sales Force Chapter 9: Sales Force Compensation Chapter 10: Sales Force Quotas & Expenses Chapter 11: Leadership of a Sales ForcePART IV: Sales PlanningChapter 12: Sales Forecasting and Developing BudgetsChapter 13: Sales Territories PART V: Evaluating Sales PerformanceChapter 14: Analysis of Sales VolumeChapter 15: Marketing Cost and Profitability Analysis Chapter 16: Evaluating a Salesperson's PerformanceChapter 17: Ethical and Legal Responsibilities of Sales Managers Appendix A: Integrative CasesAppendix B: Careers in Sales Management
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