TITLE : SALES FORCE MANAGEMENT: PLANNING, IMPLEMENTATION, AND CONTROL. 3RD ED.

 
Chapter 1
An Overview of Personal Selling and Sales Management. 1
 
 
PART ONE
FORMULATION OF A STRATEGIC SALES PROGRAM 32
 
Chapter 2
The Environrnent, Marketing Planlling, and the Sales
Program 35
 
Chapter 3
Selling Activities and Account Management Policies 75
 
Chapter 4
Organizing the Selling Effort 117
 
Chapter 5
Demand Estimation 157
 
Chapter 6
Sales Territories 203
 
Chapter 7
Sales Quotas 241
 
Cases for Part One 265
 
 
PART TWO
IMPLEMENTATION OF THE SALES PROGRAM 330
 
Chapter 8
Model of Salesperson Performance 333
 
Chapter 9
The Salesperson's Role Perceptions 349
 
Chapter 10
Personal Characteristics and Sales Aptitude: Criteria for
Selecting Salespeople 379
 
Chapter 11
Sales Force Recruitment and Selection 411
 
Chapter 12
Salos Training: Oyectives, Techniques, and Evaluation 447
 
Chapter 13
Motivating the Sales Force 491
 
Chapter 14
Designing Compensation and Incentive Programs 523
 
Cases for Part Two 561
 
 
PART THREE
EVALUATION AND CONTROL OF THE SALES PROGRAM 662
 
Chapter 15
Sales Analysis 665
 
Chapter 16
Cost Analysis 695
 
Chapter 17
Behavior and Other Performance Analyses 727
 
Cases for Part Three 759
 
Index 827