TY  - BOOK
AU  - Ingram, Thomas N.
AU  - LaForge, Raymond W.
AU  - Avila, Ramon A.
AU  - Schwepker, Charles H.
AU  - Williams, Michael R.
TI  - Sales Management: Analysis and Decision Making
SN  - 9780765644510
U1  - 658.81 
PY  - 2015///
CY  - London
PB  - Routledge
KW  - Sales Management
N1  - 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
ER  -