Textbook includes current coverage of the trends and issues in sales management and equips students with a strong foundation and skills necessary for the 21st century. Features research and best practices, role plays, case studies, and more.



Contents:

Module 1. Changing world of sales management

Part 1. Describing the personal selling function

Module 2. Overview of personal selling

Appendix 2. Sales careers

Part 2. Defining the strategic role of the sales function

Module 3. Organizational strategies and the sales function

Module 4. Sales organization structure and salesforce deployment

Appendix 4. Developing forecasts

Part 3. Developing the salesforce

Module 7. Sales management leadership and supervision

Module 8. Motivation and reward system management

Part 5. Determining salesforce effectiveness and performance

Module 9. Evaluating the effectiveness of the organization

Module 10. Evaluating the performance of salespeople

Cases

Glossary

Index