Sales Force Management
1st Edition
Published on 5. July 2023
Book
Paperback/Softback
516 pages
978-0-9971171-3-4 (ISBN)
Description
Formerly published by Chicago Business Press, now published by Sage
Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today's sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.
Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today's sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.
More details
Other editions
New editions
Gregory A. Rich | Rhett T. Epler
Sales Force Management
Book
05/2025
2nd Edition
SAGE Publications Inc
€197.58
Shipment within 15-20 days
Content
Chapter 1: Introduction to Sales Force Management
Chapter 2: Strategy
Chapter 3: The Personal Selling Process
Chapter 4: Sales Force Organization
Chapter 5: Profiling and Recruiting Salespeople
Chapter 6: Selecting and Hiring Salespeople
Chapter 7: Sales Training
Chapter 8: Motivating a Sales Force
Chapter 9: Sales Force Compensation
Chapter 10: Sales Force Quotas and Expenses
Chapter 11: Leadership of a Sales Force
Chapter 12: Forecasting and Budgets
Chapter 13: Sales Territories
Chapter 14: Sales Volume and Analysis
Chapter 15: Cost and Profit Analysis
Chapter 16: Evaluating a Salesperson's Performance
Chapter 17: Ethics and Laws
Chapter 2: Strategy
Chapter 3: The Personal Selling Process
Chapter 4: Sales Force Organization
Chapter 5: Profiling and Recruiting Salespeople
Chapter 6: Selecting and Hiring Salespeople
Chapter 7: Sales Training
Chapter 8: Motivating a Sales Force
Chapter 9: Sales Force Compensation
Chapter 10: Sales Force Quotas and Expenses
Chapter 11: Leadership of a Sales Force
Chapter 12: Forecasting and Budgets
Chapter 13: Sales Territories
Chapter 14: Sales Volume and Analysis
Chapter 15: Cost and Profit Analysis
Chapter 16: Evaluating a Salesperson's Performance
Chapter 17: Ethics and Laws