Sales Force Management (Paperback, 2)

Preface

Part 1: Twenty-First-Century Sales Force Management

1 Introduction to Sales Force Management and Its Evolving Roles

2 Managing Ethics in a Sales Environment

3 Customer Relationship Management (CRM) and Building Partnerships

4 The Selling Process

Part 2: Organizing and Developing the Sales Force

5 Sales Forecasting and Budgeting

6 Sales Force Planning and Organizing

7 Time and Territory Management

8 Recruiting and Selecting the Sales Force

Part 3: Managing and Directing Sales Force Efforts

9 Training the Sales Force

10 Sales Force Leadership

11 Sales Force Motivation

12 Sales Force Compensation

Part 4: Controlling and Evaluating Sales Force Performance

13 Sales Organization Audit and Sales Analytics

14 Sales Force Performance Evaluation

Glossary