Sales Force Management

An overview of sales management; the selling process - sales activities and careers. Part I Formulation of a strategic sales programme: environmental influences on sales programmes and performance; marketing planning; sales programmes, and account management policies; organzing the selling effort; demand estimation; sales and territories; sales quotas. Cases for Part I: The Vallery Winery; Omega Medical Products, Inc; Barro Stickney, Inc; Flambeau Plastics, Inc; persoft, Inc; Delaware Paitn and Plate Glass Industries, Inc; In-Sink-Erator Division; Wilkinson Sword USA; Kildonnen Textiles (new); Data General and NY Division of Substance Abuse Services (new); Stubblefield Appliances (new); Springfield Interiors, Inc (new). Part II Implementation of the sales programme: model of salesperson performance; the salesperson's role perceptions; personal characteristics and sales aptitude - criteria for selecting salespeople; sales force recruitment and selection; sales training - objectives, techniques and evaluation; motivating the sales force; designing compensation and incentive programmes. Cases for Part II: General Electric Appliances; Adams Brands; Stone & Lewis; Outdoor Sporting Products, Inc; Oppenheimer Management Corporation; WBYL/Z 108 Radio Station; Midwest Business Forms, Inc; California Credit Life Insurance Group; The Well-Paid Receptionist (new). Part III Evaluation and control of the sales: sales analysis; cost analysis; behaviour and other performance analyses. Cases for Part III: Supersonic Stereo, Inc; National Telecommunications Corporation; Country Road, Inc. Part IV Epilogue - comprehensive cases: Highlights for Children, Inc; Crestlight Paper Company; Wentworth Industrial Cleaning Supplies; Olympic Electronics Corporation (new); ISG Technologies, Inc (new).