9780132324120

Tanner is the only book on the market that prepares students to become effective sales managers in todayrs"s hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities. KEY TOPICS: Strategic Planning; Sales Leadership; Analyzing Customers and Markets; Designing and Developing the Sales Force; Process Management; Measurement, Analysis, and Knowledge Management; Cases For anyone looking for an up-to-date book on sales management with an emphasis on CRM.

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
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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Sales Management

Sales Management

0132324121

Summary

Table of Contents

Supplemental Materials