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Sales Force Management
Second Edition
- Gregory Rich - Bowling Green State University, OH, USA
- Rhett Epler - Old Dominion University
Other Titles in:
Sales Management
Sales Management
April 2025 | 488 pages | SAGE Publications, Inc
Formerly published by Chicago Business Press, now published by Sage
Sales Force Management is a comprehensive guide to leading sales teams in today's dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.
Sales Force Management is a comprehensive guide to leading sales teams in today's dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.
Chapter 1 Introduction to Sales Force Management
Chapter 2 Strategy
Chapter 3 The Personal Selling Process
Chapter 4 Sales Force Organization
Chapter 5 Recruiting and Hiring Salespeople
Chapter 6 Sales Training
Chapter 7 Motivating A Sales Force
Chapter 8 Sales Force Compensation
Chapter 9 Sales Force Quotas and Expenses
Chapter 10 Leadership of A Sales Force
Chapter 11 Forecasting and Budgets
Chapter 12 Sales Territories
Chapter 13 Sales Volume Analysis
Chapter 14 Cost and Profitability Analysis
Chapter 15 Evaluating A Salesperson’s Performance
Chapter 16 Ethics and Laws
Company Index
Subject Index
Glossary