TITLE : SALES FORCE MANAGEMENT: TEXT AND CASES.

Contents
 
 
Introduction  1
The Salesman. The Field Sales Manager. The Sales Executive. The
Marketillg Executive. A Coneephlal Framework.
 
Part One The Salesman  7
The Evolution of Selling Behavior: Stage 1: The Music Man. Stage 11:
The Animated Catalog. Stage 111: The Magic 7Sortnula. Stage IV: The
Probletn Solver. The Tasks of Consultative Selling: Trade Selling.
Missionary Selling. 'Cechnical Selling. Entrepreneurial Selling.
H1Jbrid Sales Forces.
 
Case 1 Lawford Eleetrie Compallyb 17
Case 2 Jim Steiner, 27
Case 3 Continental Can Compally, 39
 
Part Two The Field Sales Manager 53
Field Supervision. Leadership Behavior: Traitist Definitions of
Leaders11ip. Situational Definitions of Leadership. Human Relations
Defitlitions of Leaders11il). Revisions and Definitions of Leadership.
 
Case 4 Battlefield Croup, Ine., 61
Case 5 Immuno-Diagnostie Corporation, 70
Case 6 Cadueeus Corporation 76
Case 7 Medical Teehnology Produets, Ine., 97
Case 8 Kramer Pharmaceuticals, Ine. (A), 1()5
Case 9 Kramer Pharmacetlticals, Ine. (B), 117
 
Part Three The Sales Executive	131
Determining Desired Behavior. Designing the Sale s Management System.
The Elements of the Sales Management System: Organization and
Deployment. Selection and Training. Cempensotion. Measurement and
Control. Performance Evaluation.
 
Case 10 Fortress Rubber Company, 144
Case 11 Morrison Publishing Company, 153
Case 12 Gateway Corporation, 159
Case 13 Mid-Ameriean Supply Company, 171
Case 14 Austin Fibre Corporation, 178
Case 15 Dynamie Produets Corporation, 189
 
Part Four The Marketing Executive 209
Marketing and Corporate Strategy. Customer Behavior. Market
Segmentation. Product Positioning. Stimulating Demand: Product Policy.
Distribution Poticy. Pricing Policy. Advertising Policy.
Case 16 Scott-Air Company, 226
Case 17 Avon Products, Inc., 241
Case 18 Masonne Furniture Company, 253
Case 19 Worthington Corporation, 268
 
Index to Cases  277