Description
Table of Contents
1. Introduction to Sales Management in the Twenty-First Century
Part 1: Formulation of a Sales Program
2. The Process of Selling and Buying
3. Linking Strategies and the Sales Role in the Era of CRM and Data Analytics
4. Organizing the Sales Effort
5. The Strategic Role of Information in Sales Management
Part 2: Implementation of the Sales Program
6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
7. Salesperson Performance: Motivating the Sales Force
8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
9. Sales Force Recruitment and Selection
10. Sales Training: Objectives, Techniques, and Evaluation
11. Salesperson Compensation and Incentives
Part 3: Evaluation and Control of the Sales Program
12. Cost Analysis
13. Evaluating Salesperson Performance
