Sales management : shaping future sales leaders / John F. Tanner, Jr., Earl D. Honeycutt, Jr., Robert C. Erffmeyer.
By: Tanner, John F.
Contributor(s): Honeycutt, Earl D | Erffmeyer, Robert.Material type: TextPublisher: Upper Saddle River, NJ; New Delhi : Pearson Prentice Hall; Pearson Education, c2009Description: xxv, 434 p. : ill. (chiefly col.) ; 27 cm.ISBN: 9780132324120; 0132324121.Subject(s): Sales management | Selling | Sales management -- Case studies | Selling -- Case studiesDDC classification: 658.81 Online resources: Table of contents only | WorldCat details
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Includes bibliographical references and indexes.
Table of contents Part One -- Strategic Planning Chapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two -- Sales Leadership Chapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three --Analyzing Customers and Markets Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management Chapter 6: Leveraging Information Technologies Part Four -- Designing and Developing the Sales Force Chapter 7: Designing and Organizing the Sales Force Chapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five -- Process Management Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams Chapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six -- Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program
For courses in sales management. Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy--by integrating current technology, research, and strategic thinking activities.