Sales Force Management : Leadership, Innovation, Technology (Hardcover, 14 ed)

1. Introduction to Sales Management and Leadership Strategy? Part 1: Formulation of a Sales Program? 2. The Process of Selling and Buying? 3. Linking Strategies and the Sales Role in the Era of CRM and Data Analytics? 4. Organizing the Sales Effort? 5. The Strategic Role of Information in Sales Management? Part 2: Implementation of the Sales Program? 6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction? 7. Salesperson Performance: Motivating the Sales Force? 8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople? 9. Sales Force Recruitment and Selection? 10. Sales Training: Objectives, Techniques, and Evaluation? 11. Salesperson Compensation and Incentives? Part 3: Evaluation and Control of the Sales Program? 12. Cost Analysis? 13. Evaluating Salesperson Performance