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 |
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.