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Tables of Contents for Sales Management
Chapter/Section Title
Page #
Page Count
PART I SALES MANAGEMENT FUNCTIONS AND STRENGTHS
Introduction to Selling and Sales Management
1
40
Strategic Planning and Budgeting
41
43
PART II DEVELOPING THE SELLING FUNCTION
Personal Selling
84
40
Account Relationship Management
124
37
Territory Management
161
37
Sales Ethics
198
30
PART III SALES GOALS AND STRUCTURE
Estimating Potentials and Forecasting Sales
228
20
Organization
248
50
Territory Design
298
23
PART IV BUILDING A SALES PROGRAM
Recruiting and Selecting Personnel
321
40
Sales Training
361
36
PART V LEADING AND MOTIVATING THE SALES FORCE
Leadership
397
34
Motivating Salespeople
431
43
Compensating Salespeople
474
33
Evaluating Performance
507
31
Appendix A: In-Class Exercises
538
1
Appendix B: Getting a Job in Sales
538
9
References
547
16
Credits
563
4
Key Term & Subject Index
567
6
Author Index
573
6
Company Index
579
6
Case Index
585