CART

(0) items

Sales Management,9780132324120
This item qualifies for
FREE SHIPPING!

FREE SHIPPING OVER $59!

Your order must be $59 or more, you must select US Postal Service Shipping as your shipping preference, and the "Group my items into as few shipments as possible" option when you place your order.

Bulk sales, PO's, Marketplace Items, eBooks, Apparel, and DVDs not included.

Sales Management

by ; ;
Edition:
1st
ISBN13:

9780132324120

ISBN10:
0132324121
Format:
Hardcover
Pub. Date:
10/28/2008
Publisher(s):
Prentice Hall
List Price: $209.19
More New and Used
from Private Sellers
Starting at $29.00
See Prices

Rent Textbook

We're Sorry
Sold Out

Used Textbook

We're Sorry
Sold Out

eTextbook

We're Sorry
Not Available

New Textbook

We're Sorry
Sold Out

Related Products


  • New Selling of America DVD for The Sales Management
    New Selling of America DVD for The Sales Management




Summary

Tanner is the only book on the market that prepares students to become effective sales managers in todayrs"s hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities. KEY TOPICS: Strategic Planning; Sales Leadership; Analyzing Customers and Markets; Designing and Developing the Sales Force; Process Management; Measurement, Analysis, and Knowledge Management; Cases For anyone looking for an up-to-date book on sales management with an emphasis on CRM.

Table of Contents

Strategic Planning
Introduction to Sales Management
The Sales Function and Multi-Sales Channels
Sales Leadership
Leadership and the Sales Executive
Ethics, the Law, and Sales Leadership
Analyzing Customers and Markets
Business-to-Business (B2B) Sales and Customer Relationship Management
Leveraging Information Technologies
Designing and Developing the Sales Force
Designing and Organizing the Sales Force
Recruiting and Selecting the Right Salespeople
Training and Developing the Sales Force
Process Management
Supervising, Managing, and Leading Salespeople Individually and in Teams
Setting Goals and Managing the Sales Force's Performance
Motivating and Rewarding Salespeople
Measurement, Analysis, and Knowledge Management
Turning Customer Information into Knowledge
Assessing the Performance of the Sales Force and the People Who Comprise It
Internal and External Cultural Forces That Affect a Firm's Sales Performance
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
Table of Contents provided by Publisher. All Rights Reserved.


Please wait while the item is added to your cart...