Sales Management
ISBN: 9780132324120 | 0132324121
Edition: 1stFormat: Hardcover
Publisher: Prentice Hall
Pub. Date: 10/28/2008
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Robert C. Erffmeyer teaches marketing, sales, and sales management courses to undergraduate and graduate students at the University of Wisconsin-Eau Claire. Earl D. Honeycutt, Jr. is Professor of Marketing, Marketing Coordinator, and Director of the Chandler Family Professional Sales Center at Love School of Business, Elon University, NC. John F. "Jeff" Tanner, Jr. is professor of marketing at Baylor University's Hankamer School of Business.
Tanner is the only book on the market that prepares students to become eff... MORE
Tanner is the only book on the market that prepares students to become eff... MORE
| Strategic Planning | |
| Introduction to Sales Management | |
| The Sales Function and Multi-Sales Channels | |
| Sales Leadership | |
| Leadership and the Sales Executive | |
| Ethics, the Law, and Sales Leadership | |
| Analyzing Customers and Markets | |
| Business-to-Business (B2B) Sales and Customer Relationship Management | |
| Leveraging Information Technologies | ... MORE|
| Designing and Developing the Sales Force | |
| Designing and Organizing the Sales Force | |
| Recruiting and Selecting the Right Salespeople | |
| Training and Developing the Sales Force | |
| Process Management | |
| Supervising, Managing, and Leading Salespeople Individually and in Teams | |
| Setting Goals and Managing the Sales Force's Performance | |
| Motivating and Rewarding Salespeople | |
| Measurement, Analysis, and Knowledge Management | |
| Turning Customer Information into Knowledge | |
| Assessing the Performance of the Sales Force and the People Who Comprise It | |
| Internal and External Cultural Forces That Affect a Firm's Sales Performance | |
| 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 | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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