Management of a Sales Force

11. Auflage 2002
ISBN: 978-0-07-239887-8
Verlag: McGraw-Hill Education

Buch, Englisch, 592 Seiten, Format (B × H): 203 mm x 261 mm, Gewicht: 1232 g

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.

Autoren/Hrsg.

Spiro, Rosann

Stanton, William J

Rich, Gregory A.

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

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

Über Autor(innen)

Stanton, William J
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.