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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
|Introduction to Sales Management|
|The Sales Function and Multi-Sales Channels|
|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|
|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.|