For courses in sales management.
Sales Management prepares students to become effective sales managers in today's hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities.
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
