John Wiley & Sons Sales Force Management, Enhanced eText Cover The second edition of Sales Force Management: Building Customer Relationships and Partnerships prepa.. Product #: 978-1-119-70282-5 Regular price: $38.95 $38.95 Auf Lager

Sales Force Management, Enhanced eText

Hair, Joseph F. / Anderson, Rolph / Mehta, Rajiv / Babin, Barry


2. Auflage November 2020
526 Seiten, eText
Wiley & Sons Ltd

ISBN: 978-1-119-70282-5
John Wiley & Sons

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The second edition of Sales Force Management: Building Customer Relationships and Partnerships prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework--featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills.

Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.


Part 1: Twenty-First-Century Sales Force Management

1 Introduction to Sales Force Management and Its Evolving Roles

2 Managing Ethics in a Sales Environment

3 Customer Relationship Management (CRM) and Building Partnerships

4 The Selling Process

Part 2: Organizing and Developing the Sales Force

5 Sales Forecasting and Budgeting

6 Sales Force Planning and Organizing

7 Time and Territory Management

8 Recruiting and Selecting the Sales Force

Part 3: Managing and Directing Sales Force Efforts

9 Training the Sales Force

10 Sales Force Leadership

11 Sales Force Motivation

12 Sales Force Compensation

Part 4: Controlling and Evaluating Sales Force Performance

13 Sales Organization Audit and Sales Analytics

14 Sales Force Performance Evaluation