search for books and compare prices
Tables of Contents for Sales Management
Chapter/Section Title
Page #
Page Count
PART I SALES MANAGEMENT FUNCTIONS AND STRATEGIES
1
71
CHAPTER 1 Introduction to Selling and Sales Management
1
29
CHAPTER 2 Strategic Planning and Budgeting
30
42
PART II DEVELOPING THE SELLING FUNCTION
72
179
CHAPTER 3 Personal Selling
72
51
CHAPTER 4 Account Relationship Management
123
46
CHAPTER 5 Territory Management
169
49
CHAPTER 6 Sales Ethics
218
33
PART III SALES GOALS AND STRUCTURE
251
77
CHAPTER 7 Estimating Potentials and Forecasting Sales
251
31
CHAPTER 8 Organization
282
46
PART IV BUILDING A SALES PROGRAM
328
116
CHAPTER 9 Recruiting and Selecting Personnel
328
48
CHAPTER 10 Sales Training
376
42
CHAPTER 11 Territory Design
418
26
PART V LEADING AND MOTIVATING THE SALES FORCE
444
CHAPTER 12 Leadership
444
37
CHAPTER 13 Motivating Salespeople
481
48
CHAPTER 14 Compensating Salespeople
529
33
CHAPTER 15 Evaluating Performance
562
APPENDIX A Role Play Guidelines
A-1
APPENDIX B Getting a Job in Sales
A-2
Key Term & Subject Index
I-1
Author Index
I-3
Company Index
I-6
Case Index
I-8