TY  - BOOK
AU  - Spiro, Rosann L.
AU  - Stanton, William J.
AU  - Rich, Gregory A.
TI  - Management of a sales force
SN  - 0072398876
AV  - HF 5438 .S78 2003 
PY  - 2003///
CY  - [New Delhi]
PB  - McGraw-Hill/Irwin
KW  - SALES -- MANAGEMENT
KW  - MANAGEMENT
N1  - 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
ER  -