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Management of a Sales Force by William J. Stanton, Rosann Spiro and Gregory...

Bella's Treasures 216
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Last updated on Jul 28, 2023 00:42:11 EDTView all revisionsView all revisions

Item specifics

Condition
Brand New: A new, unread, unused book in perfect condition with no missing or damaged pages. See the ...
Subject
Management
ISBN
9780073529776
EAN
9780073529776

About this product

Product Identifiers

Publisher
McGraw-Hill Higher Education
ISBN-10
007352977X
ISBN-13
9780073529776
eBay Product ID (ePID)
16038256094

Product Key Features

Number of Pages
608 Pages
Language
English
Publication Name
Management of a Sales Force
Subject
Sales & Selling / Management, Sales & Selling / General
Publication Year
2007
Features
Revised
Type
Textbook
Subject Area
Business & Economics
Author
Rosann Spiro, William J. Stanton, Gregory A. Rich
Format
Hardcover

Dimensions

Item Height
1.1 in
Item Weight
2.9 Oz
Item Length
10.1 in
Item Width
8.5 in

Additional Product Features

Edition Number
12
Intended Audience
College Audience
LCCN
2006-032619
Dewey Edition
22
Illustrated
Yes
Dewey Decimal
658.8/1
Edition Description
Revised edition
Table Of Content
PART I: Introduction to Sales Force Management Chapter 1: The Field of Sales Force Management Chapter 2: Strategic Sales Force Management Chapter 3: Personal Selling Process PART II: Organizing, Staffing, and Training a Sales Force Chapter 4: Sales Force Organization Chapter 5: Profiling and Recruiting Salespeople Chapter 6: Selecting and Hiring Applicants Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program PART III: Directing Sales Force Operations Chapter 8: Motivating a Sales Force Chapter 9: Sales Force Compensation Chapter 10: Sales Force Quotas & Expenses Chapter 11: Leadership of a Sales Force PART IV: Sales Planning Chapter 12: Sales Forecasting and Developing Budgets Chapter 13: Sales Territories PART V: Evaluating Sales Performance Chapter 14: Analysis of Sales Volume Chapter 15: Marketing Cost and Profitability Analysis Chapter 16: Evaluating a Salesperson's Performance Chapter 17: Ethical and Legal Responsibilities of Sales Managers Appendix A: Integrative Cases Appendix B: Careers in Sales Management
Synopsis
Updated to reflect the latest, cutting-edge issues, including technology and Internet selling, this book features a strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a 'team-box' highlighting the principles within a given chapter as they relate to managing selling teams., "Management of a Sales Force" is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making "Management of A Sales Force," 12e, by far the most current sales management textbook on the market.
LC Classification Number
HF5438.4.S78 2008

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