Table of contents for Management of a sales force / Rosann Spiro, Gregory A. Rich.

Bibliographic record and links to related information available from the Library of Congress catalog

Information from electronic data provided by the publisher. May be incomplete or contain other coding.

 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 Expenses and Transportation 
 Chapter 11: Leadership of a Sales Force

 PART IV: Sales Planning
 Chapter 12: Estimating Market Potential and Forecasting Sales
 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

Library of Congress subject headings for this publication: Sales management