Sales Management (Hardcover)

Functions and organization of the sales force - Roles and functions in the sales force; Sales structures and organization; Developing a motivating sales environment - Motivational management in the sales force; Sales management by objectives; Motivating through rewards and incentives; Providing appraisals and feedback for motivation, training and discipline; Communication in the sales force; Sales meetings and conferences; Sales recruitment and training - Recruitment and selection in the sales force; Basic sales training; Field sales training; Planning, forecasting and performance monitoring - The planning process; Sales forecasting; Performance monitoring; Management and control of the sales force - Territory management; Sales force administration; Sales management control; Developing the business - Trade development; Sales promotion; Merchandising at the point of sale; Key account management; Alternative sales or distribution operations; Developing international markets; Index.