Published by Pearson (August 28, 2013) © 2014
Jeff Tanner | Earl Honeycutt | Robert ErffmeyerFor courses in sales management.
Sales Management prepares students to become effective sales managers in today’s hyper-competitive, global economy—by integrating current technology, research, and strategic thinking activities.
The full text downloaded to your computer
With eBooks you can:
- search for key concepts, words and phrases
- make highlights and notes as you study
- share your notes with friends
eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps.
Upon purchase, you'll gain instant access to this eBook.
Time limit
The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.
- Part One — Strategic Planning
- Chapter 1: Introduction to Sales Management
- Chapter 2: The Sales Function and Multi-Sales Channels
- Part Two — Sales Leadership
- Chapter 3: Leadership and the Sales Executive
- Chapter 4: Ethics, the Law, and Sales Leadership
- Part Three —Analyzing Customers and Markets
- Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management
- Chapter 6: Leveraging Information Technologies
- Part Four — Designing and Developing the Sales Force
- Chapter 7: Designing and Organizing the Sales Force
- Chapter 8: Recruiting and Selecting the Right Salespeople
- Chapter 9: Training and Developing the Sales Force
- Part Five — Process Management
- Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams
- Chapter 11: Setting Goals and Managing the Sales Force’s Performance
- Chapter 12: Motivating and Rewarding Salespeople
- Part Six — Measurement, Analysis, and Knowledge Management
- Chapter 13: Turning Customer Information into Knowledge
- Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It
- Chapter 15: Internal and External Cultural Forces That Affect a Firm’s Sales Performance
- Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title:
- Case 1 Wellco Distributors: Considering a Diversity Program