TITLE : SALES FORCE MANAGEMENT. 5TH ED.

 
Brief Contents
 
I 	An Overview of Sales Management     1
2 	The Selling Process: Sales Activities and Careers    15
 
Part I 	Formulation of a Strategic Sales Program
 
3 	Environmental Influences on Sales Programs and Performance    51
4 	Marketing Planning, Sales Programs, and Account Management
	Policies   80
5 	Organizing the Sales Effort     105
6	Demand Estimation    143
7 	Sales Territories      181
8 	Sales Quotas      215
 
	Comprehensive Cases for Part I     237
 
 
Part II 	Implementation of the Sales Program     325
 
9  	Model of Salesperson Performance     326
10 	The Salesperson 's Role Perceptions      342
11 	Personal Characteristics and kSales Aptitude: Criteria for  	
	Selecting Salespeople     363
12 	Sales Force Recruitment and Selection    392
13 	Sales braining: Objectives, Techniques, and Evaluation     422
14 	Motivating the Sales Force       458
15 	Designing Compensation and Incentive Programs     485
 
	Comprehensive Cases for Part II     521
 
Part III Evaluation and Control of the Sales Program      589
 
16 	Sales Analysis       589
17 	Cost Analysis        590
18 	Behavior and Other Performance Analyses      622
 
	Comprehensive Cases for Part III       679
 
 
Part IV	Epilog     715
 
Comprehensive Cases for Part IV    717
 
 
Notes      774
 
Case Index      798
 
Subject Index    799
 
Name Index      806