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Sales Force Management

Sales Force Management

October 2016 | 516 pages | SAGE Publications, Inc

Formerly published by Chicago Business Press, now published by Sage

Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today's sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.

Chapter 1: Introduction to Sales Force Management
Chapter 2: Strategy
Chapter 3: The Personal Selling Process
Chapter 4: Sales Force Organization
Chapter 5: Profiling and Recruiting Salespeople
Chapter 6: Selecting and Hiring Salespeople
Chapter 7: Sales Training
Chapter 8: Motivating a Sales Force
Chapter 9: Sales Force Compensation
Chapter 10: Sales Force Quotas and Expenses
Chapter 11: Leadership of a Sales Force
Chapter 12: Forecasting and Budgets
Chapter 13: Sales Territories
Chapter 14: Sales Volume and Analysis
Chapter 15: Cost and Profit Analysis
Chapter 16: Evaluating a Salesperson's Performance
Chapter 17: Ethics and Laws


Key features
  • A blend of leading-edge research and real-world strategy in a highly readable, student-friendly format.
  • Spotlights the challenges faced by today’s sales managers including technology, globalization, social selling, hybrid sales channels, and host of other contemporary issues.
  • Chapter opening vignettes offer thoughtful framing for the chapter content to come.
  • Consider this… feature boxes invite enhanced perspectives on chapter material.
  • Chapter Summaries and Key Terms help students digest and retain content.
  • Questions and Problems provide in-class and homework engagement.
  • Experiential Exercises expand learning opportunities for thinking and writing.
  • In-depth Case Studies show real-world application of concepts and topics.

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