Part I Introduction To Sales Management

Chapter 1 Sales Management: Its Nature, Rewards, and Responsibilities

Chapter 2 Social, Ethical, and Legal Responsibilities of Sales Personnel

Part II Planning The Sales Team's Efforts

Chapter 3 Building Relationships through Strategic Planning

Chapter 4 The Market-Driven Sales Organization

Chapter 5 Forecasting Market Demand and Sales Budgets

Chapter 6 Design and Size of Sales Territories

Chapter 7 Sales Objectives and Quotas

Part III Staffing the Sales Team

Chapter 8 Planning for and Recruiting Successful Salespeople

Chapter 9 Selection, Placement, and Socialization of Successful Salespeople

Part IV Training the Sales Team

Chapter 10 The Management of Sales Training and Development

Chapter 11 Contents of the Sales Training Program: Sales Knowledge and the Selling Process

Part V Directing The Sales Team

Chapter 12 Motivating Salespeople toward High Performance

Chapter 13 Compensation for High Performance

Chapter 14 Leading the Sales Team

Part VI Controlling The Sales Team

Chapter 15 Analysis of Sales and Marketing Costs

Chapter 16 Evaluation of Salespeople's Performance

Comprehensive Sales Force Cases and Exercises