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Management of a Sales Force


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Table of Contents

PART I: Introduction to Sales Force Management Chapter 1: The Field of Sales Force Management Chapter 2: Strategic Sales Force Management Chapter 3: Personal Selling Process PART II: Organizing, Staffing, and Training a Sales ForceChapter 4: Sales Force Organization Chapter 5: Profiling and Recruiting Salespeople Chapter 6: Selecting and Hiring ApplicantsChapter 7: Developing, Delivering, and Reinforcing a Sales Training ProgramPART III: Directing Sales Force OperationsChapter 8: Motivating a Sales Force Chapter 9: Sales Force Compensation Chapter 10: Sales Force Quotas & Expenses Chapter 11: Leadership of a Sales ForcePART IV: Sales PlanningChapter 12: Sales Forecasting and Developing BudgetsChapter 13: Sales Territories PART V: Evaluating Sales PerformanceChapter 14: Analysis of Sales VolumeChapter 15: Marketing Cost and Profitability Analysis Chapter 16: Evaluating a Salesperson's PerformanceChapter 17: Ethical and Legal Responsibilities of Sales Managers Appendix A: Integrative CasesAppendix B: Careers in Sales Management

About the Author

Professor of Marketing at the Kelley School of Business, Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, Business-to-Business Marketing, International Marketing, and Managerial Research in Marketing. After receiving her undergraduate degree in Economics and an M.B.A. in Marketing from Indiana, she joined the Shell Oil Company as a Senior Analyst/Statistician in the Economics and Planning Department. She then moved on to the more exciting area of sales: as the first woman to become a Shell Oil sales representative, she sold a wide variety of products to major industrial accounts. Professor Emeritus of Marketing at the University of Colorado in Boulder. He earned his M.B.A. and Ph.D. degrees at Northwestern University. For 35 years, Bill worked extensively with both undergraduate and graduate students at Colorado, developing teaching/learning materials and curricular programs. As an extension of his teaching interests, he has worked in business and has taught in management development programs for sales and marketing executives. For many years he taught in management development programs sponsored by Sales and Marketing Executives-International, including the Field Sales Management Institute (for middle-level sales executives) and the Graduate School of Sales and Marketing Management (for top-level sales and marketing executives). Associate Professor of Marketing in the College of Business Administration at Bowling Green State University in Ohio. He earned his M.B.A. and Ph.D. degrees at Indiana University. Greg has a passion for teaching undergraduate students - especially in the area of selling and sales management. He is the faculty advisor to the BGSU Sales and Marketing Club; and has served as coach and chaperone to his students at the National Collegiate Sales Competition at Baylor University every year since its inception in 1999. He has a special interest on the impact of the Internet and computer-related technology on the sales force. He has published articles in this area, and was one of the first academics to develop and teach a course on Internet marketing.

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