TITLE : SALES MANAGEMENT: BEHAVIOR, PRACTICE, AND CASES.

 
Contents
 
 
Part 1
An Introduction to Sales Management
 
1
Sales Management: Its Nature, Its Rewards, Its
Responsibilities 3
The Sales Career 4
Overview of the Job	8
Summary 15
Questions 16
 
2
Integrating Marketing and Sales Force Strategy	1
 
Importance of Corporate Strategy 17
Role of the Sales Force in the Marketing Mix	24
Summary 28
Questions 29
Casesfor Chapter 2 30
2.1 Diagraph Bradley Industries Inc. (A)	30
2.2 Associated Foods, Incorporated 37
 
3
The Roles and Markets of the Sales Force	43
 
The Salesperson's Roles	43
What Is a Market? 46
Summary 57
Questions 58
Cases for Chapter 3	59
3.1 Z-ray Electronics, Inc.	59
3.2 Pan American Tobacco Co.	64
 
4
Sales Force Organizational Design and Structure
What Are Organizations? 67
 
The Basic Concepts of Organizational Design	68
Methods of Organization 75
Summary 82
Questions 83
Cases for Chapter 4  84
4.1 Southern Industrial Supply Company	84
4.2 Xylon Electronics 89
 
Part 2
Sales Planning 95
 
5
Sales Forecasting and Budgets	97
 
Uses of Sales Forecasts	97
Sales Forecasting Methods	102
The Sales Manager's Budget	113
Summary 115
Questions 116
Cases for Chapter 5	117
5.1 Colorange Ltd . 117
5.2 SB&H Microcomputers	122
 
6
Sales Quotas 129
 
What Are Quotas? 129
Management by Objectives	134
Problems with MBO 141
Summary 142
Questions 142
Case for Chapter 6 143
6.1 Superior Paper Products	143
 
7
Time and Territory Management
 
What Is a Sales Territory? 147
Elements of Time and Territory Management
Summary 163
Questions 164
Cases for Chapter 7	165
Experiential Exercise 7.1 Your Selling Day: A Time and Territory
Game 165
Experiential Exercise 7.2 Representative Rubber Company: A Sales
Management Learning Exercise 166
7.3 Dynamic Sales, Inc.	175
 
Part 3
Staffing the Sales Force 179
 
8
Sales Force Manpower Planning	181
 
Sales Force Manpower Planning	181
Determining Sales Force Size	185
Summary 192
Questions 193
Casesfor Chapter8 194
8.1 Massie Iron Works, Inc.	194
8.2 Allis Machinery Corporation 195
 
9
Recruiting Salespeople 199
 
Legal Framework for Employment	200
Recruitment Planning 204
The Student's View of the Effective Sales Recruiter	208
A Sales Manager's View of the Recruit 209
Summary 212
Questions	212
Cases for Chapter 9 214
9.1 Scientific Hospital Supply Corporation 214
9.2 Janice Allen's Interview 215
 
10 Selection and Orientation of Salespeople	219
 
Selection Criteria 219
The Selection Process 221
Orienting New Salespeople	232
Summary 233
Questions 234
Cases for Chapter 10 236
10.1 Nancy Bishop Comes on Strong	236
10.2 Farm Implement Company of America	237
 
Part 4	
Trfaining the Sales Force 245
 
11
The Sales Manager as Trainer		247
 
Purposes of Training 247
A Sales Training Model 248
Summary 259
Questions 260
Cases for Chapter 11 261
11.1 Funtime Novelty Corporation (A)	261
11.2 The Telecopy Corporation 262
 
12
Contents of the Training Program	265
 
Company Knowledge 265
Product Knowledge 266
Knowledge of Customer Needs	267
The Selling Process 268
Summary 286
Questions 287
Cases for Chapter 12 288
Experiential Exercise 12.1 Industrial Electric Cars, Memorized Sales
Presentation 288
Experiential Exercise 12.2 Fresh Mouth: Selling a New Mouthwash	289
 
Part 5
Directing the Sales Force 295
 
13
The Processes of Motivation and Compensation	297
What Is Motivation? 297
Salesperson's Behavior Model 306
Designing a Compensation Program	313
Summary 316
Questions 316
Cases for Chapter 13 318
13.1 Susan Sheppard 318
13.2 Chades Vaughan 318
13.3 The E A Bruce Pharmaceutcal Corporaton 319
 
14
Compensation Methods, Expenses, and	Transportation 327
 
Types of  Compensation Plans	327
Fringe Benefits 337
Sales Force Expenses 342
Sales Force Transportation 346
The Total Compensation Package		347
Summary 349
Questions 349
Cases for chapter 14 350
14.2 Surgical Supphes Incorporated		351
14.3 Outdoor SporUng Products, Inc		353
 
15
Leadership: A Situational Approach	361
 
Leadership 361
Leadership Theories 363
Choosing a Leadership Style 371
Summary 372
Questions 373
Cases for Chapter 15
15.1 Susan Jenkins 374
15.2 The Peet Corporation
 
Part 6
Sales Force Analysis and Evaluation 383
 
16
Analysis of Sales and Marketing Costs	385
 
Cases for Chapter 16
 
17 Evaluation of Salesperson Performance 429
 
Cases for Chapter 17 453
 
Part 7
Social Responsibility of Sales Managers 469
 
18
Social Responsibility of Sales managers 471
 
Cases for Chapter 18  483
 
Sublect Index  508
 
Name Index  511