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Sales Management: Analysis and Decision Making

Ingram, Thomas N.

Sales Management: Analysis and Decision Making - 9th ed - London Routledge 2015 - 378p

1. Changing World of Sales Management

Part I: Describing the Personal Selling Function
2. Overview of Personal Selling

Part II: Defining the Strategic Role of the Sales Function
3. Organizational Strategies and the Sales Function
4. Sales Organization Structure and Salesforce Deployment
Appendix 4. Developing Forecasts

Part III: Developing the Salesforce
5. Acquiring Sales Talent: Recruitment and Selection
6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce
7. Sales Leadership, Management, and Supervision
8. Motivation and Reward System Management

Part V: Determining Salesforce Effectiveness and Performance
9. Evaluating the Effectiveness of the Organization
10. Evaluating the Performance of Salespeople

ISBN: 9780765644510

Subjects--Personal Names:
Sales Management

Dewey Class. No.: 658.81 / ING