Sales Management - Analysis and Decision Making

List of contents

1. Changing World of Sales Management Part I: Describing the Personal Selling Function 2. Overview of Personal Selling Part II: Defining the Strategic Role of the Sales Function 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure, Salesforce Deployment, and Forecasting Appendix: Devloping Forecasts Part III: Developing the Salesforce 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management Part V: Determining Salesforce Effectiveness and Performance 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople

About the author

Thomas N. Ingram is a Department Chair Emeritus and Professor of Marketing Emeritus at Colorado State University, USA.
Raymond W. LaForge is the Brown-Forman Professor of Marketing Emeritus at University of Louisville, USA.
Ramon A. Avila is the George and Frances Ball Distinguished Professor of Marketing Emeritus and the founding director of the Center for Professional Selling at Ball State University, USA.
Charles H. Schwepker, Jr. is the Randall and Kelly Harbert Distinguished Marketing Professor at University of Central Missouri, USA.
Michael R. Williams is the American Floral Services Chair in Marketing and Professor of Marketing at Oklahoma City University, USA, and Professor of Marketing Emeritus at Illinois State University, USA.

Summary

This eleventh edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals.

Product details

• Authors: Ramon A. Avila, Avila Ramon A., Thomas N. Ingram, Thomas N. Laforge Ingram, Ingram Thomas N., Raymond W. LaForge, LaForge Raymond W., Charles H. Schweper Jr, Charles H. Schwepker, Charles H. Schwepker Jr, Schwepker Jr Charles H., Charles H. Schwepker Jr., Michael R. Williams, Williams Michael R.
• Publisher: Taylor & Francis Ltd.
• Languages: English
• Product format: Hardback
• Released: 22.01.2024
• EAN: 9781032426341
• ISBN: 978-1-0-3242634-1
• No. of pages: 350
• Subjects: Social sciences, law, business > Business > Advertising, marketing; BUSINESS & ECONOMICS / Marketing / General, BUSINESS & ECONOMICS / Sales & Selling / General, Sales & marketing, Sales and marketing