Sales Management

by Tanner, Jeff; Honeycutt, Earl D.; Erffmeyer, Robert C.

• ISBN13: 9780132324120
• ISBN10: 0132324121
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-10-28
• Publisher: Prentice Hall

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.