Management of a Sales Force - Rilegato

Spiro, Rosann; Stanton, William J; Rich, Gregory A.

Rilegato

ISBN 10: 0072398876 ISBN 13: 9780072398878

Casa editrice: McGraw-Hill Higher Education, 2002

Riassunto

Management of a Sales Force is the #1 selling text in this market. This book covers the concepts and applies the theories associated with managing a sales force. This text is praised for its practical, applied, student friendly approach.

Su questo libro

L'autore:

William J. Stanton is professor emeritus of marketing at the University of Colorado-Boulder. He received his PhD in marketing from Northwestern University, where he was elected to Beta Gamma Sigma. He has worked in business and has taught in several management development programs for marketing executives. He has served as a consultant for various business organizations and has engaged in research projects for the federal government. Professor Stanton also has lectured at universities in Europe, Asia, Mexico, and New Zealand. A coauthor of the leading text in sales management, Professor Stanton has also published several journal articles and monographs. Marketing has been translated into Spanish, and separate editions have been adapted (with coauthors) for Canada, Italy, Australia, and South Africa. In a survey of marketing educators, Professor Stanton was voted one of the leaders in marketing thought. And he is listed in Who's Who in America and Who's Who in the World.

Contenuti:

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 Force

Chapter 4: Sales Force Organization

Chapter 5: Profiling and Recruiting Salespeople

Chapter 6: Selecting and Hiring Applicants

Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program

PART III: Directing Sales Force Operations

Chapter 8: Motivating a Sales Force

Chapter 9: Sales Force Compensation

Chapter 10: Sales Force Expenses and Transportation

Chapter 11: Leadership of a Sales Force

PART IV: Sales Planning

Chapter 12: Estimating Market Potential and Forecasting Sales

Chapter 13: Sales Territories

PART V: Evaluating Sales Performance

Chapter 14: Analysis of Sales Volume

Chapter 15: Marketing Cost and Profitability Analysis

Chapter 16: Evaluating a Salesperson’s Performance

Chapter 17: Ethical and Legal Responsibilities of Sales Managers

Appendix A: Integrative Cases

Appendix B: Careers in Sales Management

Su questa edizione

• Editore: McGraw-Hill Higher Education
• Data di pubblicazione: 2002
• ISBN 10: 0072398876
• ISBN 13: 9780072398878
• Rilegatura: Copertina rigida
• Numero di pagine: 592