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Sales Force Management
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Sales Force Management

Second Edition

Other Titles in:
Sales Management

December 2024 | 488 pages | SAGE Publications, Inc
Formerly published by Chicago Business Press, now published by Sage

Sales Force Management
is a comprehensive guide to leading sales teams in today's dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.
 
Chapter 1 Introduction to Sales Force Management
 
Chapter 2 Strategy
 
Chapter 3 The Personal Selling Process
 
Chapter 4 Sales Force Organization
 
Chapter 5 Recruiting and Hiring Salespeople
 
Chapter 6 Sales Training
 
Chapter 7 Motivating A Sales Force
 
Chapter 8 Sales Force Compensation
 
Chapter 9 Sales Force Quotas and Expenses
 
Chapter 10 Leadership of A Sales Force
 
Chapter 11 Forecasting and Budgets
 
Chapter 12 Sales Territories
 
Chapter 13 Sales Volume Analysis
 
Chapter 14 Cost and Profitability Analysis
 
Chapter 15 Evaluating A Salesperson’s Performance
 
Chapter 16 Ethics and Laws
 
Company Index
 
Subject Index
 
Glossary

Sample Materials & Chapters

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