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MANAGEMENT OF A SALES FORCE By William J Stanton & Rosann Spiro - Hardcover NEW - Picture 1 of 1

Management of A Sales Force by Rosann Spiro and William J. Stanton (1998, Hardcover)

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About this product

Product Identifiers

PublisherMcGraw-Hill Higher Education

ISBN-10025621896X

ISBN-139780256218961

eBay Product ID (ePID)21038264728

Product Key Features

Number of Pages656 Pages

Publication NameManagement of a Sales Force

LanguageEnglish

Publication Year1998

SubjectSales & Selling / Management, Sales & Selling / General

TypeTextbook

AuthorRosann Spiro, William J. Stanton

Subject AreaBusiness & Economics

FormatHardcover

Dimensions

Item Height1.2 in

Item Weight36.9 Oz

Item Length9 in

Item Width8 in

Additional Product Features

Edition Number10

Intended AudienceCollege Audience

LCCN98-040414

Dewey Edition21

Dewey Decimal658.8/102

Table Of ContentPart I: Introduction to Sales Force Management 1. The Field of Sales Force Management 2. Strategic Sales Force Management 3. The Personal Selling Process Part II: Organizing, Staffing, and Training a Sales Force 4. Sales Force Organization 5. Profiling and Recruiting Salespeople 6. Selecting Salespeople 7. Hiring and Socializing New Salespeople 8. Developing, Delivering and Reinforcing a Sales Training Program Part III: Directing Sales Force Operations 9. Motivating a Sales Force 10. Sales Force Compensation 11. Sales Force Expenses and Transportation 12. Leadership and Supervision of a Sales Force 13. Sales Force Morale Part IV: Sales Planning 14. Estimating Market Potential and Forecasting Sales 15. Sales Territories 16. Sales Budgets and Quotas Part V. Evaluating Sales Performance 17. Analysis of Sales Volume 18. Marketing Cost and Profitability Analysis 19. Evaluating a Sales Person's Performance 20. Ethical and Legal Responsibilities of Sales Managers Integrative Cases Appendix B Careers in Sales Management

SynopsisThis text covers the concepts and applies the theories associated with managing a sales force. It emphasizes relationship selling and the use of team-selling.

LC Classification NumberHF5438.4.S78 1998