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Book Categories |
| Ch. 1 | Overview of Sales Management and the Selling Environment | 1 |
| Pt. 1 | Formulation of the Sales Program | 32 |
| Ch. 2 | The Process of Buying and Selling | 34 |
| Ch. 3 | Linking Strategies and the Sales Role in the Era of Customer Relationship Management | 63 |
| Ch. 4 | Organizing the Sales Effort | 95 |
| Ch. 5 | The Strategic Role of Information in Sales Management | 124 |
| Pt. 2 | Implementation of the Sales Program | 232 |
| Ch. 6 | Salesperson Performance: Behavior, Role Perceptions, and Satisfaction | 234 |
| Ch. 7 | Salesperson Performance: Motivating the Sales Force | 262 |
| Ch. 8 | Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople | 291 |
| Ch. 9 | Sales Force Recruitment and Selection | 315 |
| Ch. 10 | Sales Training: Objectives, Techniques, and Evaluation | 341 |
| Ch. 11 | Designing Compensation and Incentive Programs | 369 |
| Pt. 3 | Evaluation and Control of the Sales Program | 448 |
| Ch. 12 | Cost Analysis | 450 |
| Ch. 13 | Behavior and Other Performance Analyses | 476 |
| Notes | 563 | |
| Case Index | 583 | |
| Name Index | 584 | |
| Subject Index | 592 |
| Price | Condition | Delivery | Seller | Action |
| $198.10 | Digital |
| WonderClub |
Eve Collins
reviewed Sales Force Management on November 13, 2013
Sales Force Management
Please, can't manage your sales people?!
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