Professional Sales Management

by Bush, Alan J.; Anderson, Rolph E.; Hair, Joseph F.

• ISBN13: 9780873937511
• ISBN10: 0873937511
• Edition: CUSTOM
• Format: Paperback
• Copyright: 2000-12-22
• Publisher: Dame Publishing

Summary

Professional Sales Management, 3e captures today's sales manager in action on the job. The book integrates the best of sales and marketing management while illustrating how the entire marketing organization -- both in the field and at headquarters -- must function as a team. Students learn how to create win-win relationships with individual consumers and organizational customers to solve problems of mutual interest. Discussions and examples of diverse sales concepts, issues, and activities provide an appropriate balance among theoretical, analytical and pragmatic approaches. The text blends the most progressive applications from the sales practitioner's world with the latest research findings from academia. Step-by-step illustrations go beyond general descriptions to show how to carry out processes or calculations. Students analyze key behavioral, technological, and managerial forces and trends in the selling environment. Professional Sales Management, 3e helps the sales managers and salespeople of today and tomorrow prepare for the challenging and exciting years ahead.

Table of Contents

PART ONE: OVERVIEW OF PERSONAL SELLING AND SALES MANAGEMENT

1. Overview of Sales Management

2. Managing Customer Relationships

PART TWO: PLANNING AND ORGANIZING THE SALES FORCE

3. Sales Planning, Organizing, Forecasting, and Budgeting

4. Managing Information for Sales Results

5. Recruiting the Sales Force

PART THREE: DEVELOPING THE SALES FORCE

6. Selecting the Sales Force

7. Training the Sales Force

PART FOUR: DIRECTING THE SALES FORCE

8. Time and Territory Management

9. Motivating the Sales Force

10. Leading the Sales Force

11. Compensation

PART FIVE: CONTROLLING AND EVALUATING THE SALES FORCE

12. Analysis of Sales, Costs, and Profitability

13. Measuring and Evaluating Sales Force Performance

PART SIX: THE ENVIRONMENT FOR PERSONAL SELLING AND SALES MANAGEMENT

14. Ethics, Social Responsibility, and the Legal Environment for Sales

Appendix A: The Personal Selling Process

Appendix B: Starting Your Career in Sales