Sales Management : Analysis and Decision Making (Paperback, 10 ed)

Preface About the Authors 1. Changing World of Sales Management PartI: Describing the Personal Selling Function 2. Overview of Personal Selling PartII: Defining the Strategic Role of the Sales Function 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure and Salesforce Deployment Appendix 4. Developing Forecasts PartIII: Developing the Salesforce 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training PartIV: Directing the Salesforce 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management PartV: Determining Salesforce Effectiveness and Performance 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople Cases Glossary Notes Index