Sales Management: Pearson New International Edition

Sales Management: Pearson New International Edition

By: Jeff Tanner Jr. (author), Robert C. Erffmeyer (author), Earl D. Honeycutt (author)Paperback

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For courses in sales management. Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities.


Part One - Strategic Planning Chapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two - Sales Leadership Chapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three -Analyzing Customers and Markets Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management Chapter 6: Leveraging Information Technologies Part Four - Designing and Developing the Sales Force Chapter 7: Designing and Organizing the Sales Force Chapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five - Process Management Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams Chapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six - Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It Chapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program

Product Details

  • ISBN13: 9781292023458
  • Format: Paperback
  • Number Of Pages: 456
  • ID: 9781292023458
  • weight: 962
  • ISBN10: 1292023457

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