Sales Management

Part One — Strategic Planning

Chapter 1: Introduction to Sales Management

Chapter 2: The Sales Function and Multi-Sales Channels

 

Part Two — Sales Leadership

Chapter 3: Leadership and the Sales Executive

Chapter 4: Ethics, the Law, and Sales Leadership

 

Part Three —Analyzing Customers and Markets

Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management

Chapter 6: Leveraging Information Technologies

 

Part Four — Designing and Developing the Sales Force

Chapter 7: Designing and Organizing the Sales Force

Chapter 8: Recruiting and Selecting the Right Salespeople

Chapter 9: Training and Developing the Sales Force

 

 

Part Five — Process Management

Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams

Chapter 11: Setting Goals and Managing the Sales Force’s Performance

Chapter 12: Motivating and Rewarding Salespeople

 

Part Six — Measurement, Analysis, and Knowledge Management

 

Chapter 13: Turning Customer Information into Knowledge

Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It

Chapter 15: Internal and External Cultural Forces That Affect a Firm’s Sales Performance

 

Part Seven - 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