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Management of a sales force / Rosann L. Spiro, William J. Stanton and Gregory A. Rich

By: Spiro, Rosann L [author]Contributor(s): Stanton, William J [co-author] | Rich, Gregory A [author]Material type: Text

TextPublication details: [New Delhi] : McGraw-Hill/Irwin, c2003Edition: Eleventh editionDescription: xxiii, 564 pages : illustrations ; 26 cmISBN: 0072398876Subject(s): SALES -- MANAGEMENT | MANAGEMENTLOC classification: HF 5438 .S78 2003

Contents:

Part 1. Introduction to sales force management -- 1. The field of sales force management -- 2. Strategic sales force management -- 3. Personal selling process -- Part 2. Organizing, staffing, and training a sales force -- 4. Sales force organization -- 5. Profiling and recruiting salespeople -- 6. Selecting and hiring applicants -- 7. Developing, delivering, and reinforcing a sales training program -- Part 3. Directing sales force operations -- 8. Motivating a sales force -- 9. Sales force compensation -- 10. Sales force expenses and transportation -- 11. Leadership of a sales force -- Part 4. Sales planning -- 12. Estimating market potential and forecasting sales -- 13. Sales territories -- Part 5. Evaluating sales performance -- 14. Analysis of sales volume -- 15. Marketing cost and profitability analysis -- 16. Evaluating a salesperson's performance -- 17. Ethical and legal responsibilities of sales managers

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Item type	Current library	Home library	Collection	Shelving location	Call number	Copy number	Status	Date due	Barcode
Books	LRC - Annex	National University - Manila	Gen. Ed. - CBA	General Circulation	GC HF 5438 .S78 2003 (Browse shelf (Opens below))	c.1	Available		NULIB000005954

Includes index.

Part 1. Introduction to sales force management --
1. The field of sales force management --
2. Strategic sales force management --
3. Personal selling process --
Part 2. Organizing, staffing, and training a sales force --
4. Sales force organization --
5. Profiling and recruiting salespeople --
6. Selecting and hiring applicants --
7. Developing, delivering, and reinforcing a sales training program --
Part 3. Directing sales force operations --
8. Motivating a sales force --
9. Sales force compensation --
10. Sales force expenses and transportation --
11. Leadership of a sales force --
Part 4. Sales planning --
12. Estimating market potential and forecasting sales --
13. Sales territories --
Part 5. Evaluating sales performance --
14. Analysis of sales volume --
15. Marketing cost and profitability analysis --
16. Evaluating a salesperson's performance --
17. Ethical and legal responsibilities of sales managers

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