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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.
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.
