Sales Management : Analysis and Decision Making (Paperback, 9 New edition)

Preface  1. Changing World of Sales Management  Part I: Describing the Personal Selling Function  2. Overview of Personal Selling  Part II: 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  Part III: Developing the Salesforce  5. Acquiring Sales Talent: Recruitment and Selection  6. Continual Development of the Salesforce: Sales Training  Part IV: Directing the Salesforce  7. Sales Leadership, Management, and Supervision  8. Motivation and Reward System Management  Part V: Determining Salesforce Effectiveness and Performance  9. Evaluating the Effectiveness of the Organization  10. Evaluating the Performance of Salespeople