TY  - BOOK
AU  - Spiro, Rosann L.
AU  - Rich, Gregory A.
AU  - Stanton, William J.
TI  - Management of a Sales Force
SN  - 9789339221768
U1  - 658.81 
PY  - 2018///
CY  - New Delhi
PB  - McGraw-Hill Education (India) Private Limited
KW  - Sales Management
N1  - Part I. Introduction to Sales Force Management
1. The Field of Sales Force Management
2. Strategic Sales Force Management
3. The Personal Selling Process

Part II. Organizing, Staffing, and Training a Sales Force
4. Sales Force Organization
5. Profiling and Recruiting Salespeople
6. Selecting Salespeople
7. Developing, Delivering and Reinforcing a Sales Training Program

Part III. Directing Sales Force Operations
8. Motivating a Sales Force
10. Sales Force Compensation
11. Leadership and Supervision of a Sales Force

Part IV. Sales Planning
12. Forecasting Sales and Developing Budgets
13. Sales Territories

Part V. Evaluating Sales Performance
14. Analysis of Sales Volume
15. Marketing Cost and Profitability Analysis
16. Evaluating a Sales Person's Performance
17. Ethical and Legal Responsibilities of Sales Managers
ER  -