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


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 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