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Sales Force Management
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Sales Force Management

Second Edition
October 2024 | 488 pages | SAGE Publications, Inc
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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.
 
Chapter 1 Introduction to Sales Force Management
The Rising Role of Technology

 
Sales Force Management

 
The Nature of Sales Management

 
Importance and Challenges of Personal Selling and Sales Management

 
 
Chapter 2 Strategy
The Marketing System

 
The Marketing Concept and Marketing Management

 
Strategic Planning

 
Strategic Planning At The Company, Marketing, and Sales Force Levels

 
Strategic Trends

 
 
Chapter 3 The Personal Selling Process
Prospecting

 
Planning the Sale

 
The Presentation

 
Meeting Objections

 
Gaining Commitment (aka the Close)

 
 
Chapter 4 Sales Force Organization
Nature of Sales Organizations

 
Basic Types of Organizations

 
Specialization Within a Sales Department

 
Buying Centers and Team Selling

 
Additional Strategic Organizational Alternatives

 
Organizing for International Sales

 
 
Chapter 5 Recruiting and Hiring Salespeople
Plan the Recruiting and Selection Process

 
Recruit an Adequate Number of Applicants

 
Select the Most Qualified Applicants

 
References and Other Outside Sources

 
Hire Those People Who Have Been Selected

 
Assimilate the New Hires Into the Company

 
 
Chapter 6 Sales Training
The Value of Sales Training

 
Establishing Program Objectives and Parameters

 
Program Design

 
 
Chapter 7 Motivating A Sales Force
Motivation—What Is It?

 
Theories of Motivation

 
Career Stages and Motivational Tools for the Plateaued Salesperson

 
 
Chapter 8 Sales Force Compensation
Sales Force Compensation and Strategic Planning

 
Establishing the Level and Method of Compensation

 
Pretest and Install the Plan

 
 
Chapter 9 Sales Force Quotas and Expenses
Sales Quotas Defined

 
Basis for Setting a Sales Volume Quota

 
Sales Force Expenses

 
Methods of Controlling Expenses

 
Control of Sales Force Transportation

 
 
Chapter 10 Leadership of A Sales Force
Leadership Characteristics and Skills

 
Leadership Styles

 
Leadership and Strategic Planning: Tools and Techniques

 
Outcomes of Effective Leadership

 
Problems Encountered in Leadership

 
 
Chapter 11 Forecasting and Budgets
Sales Forecasting and Strategic and Operational Planning

 
Estimating the Potential for a Market and Sales

 
Sales Forecasting

 
Sales Forecasting Methods

 
Some Guiding Princples for Forecasting

 
Developing Budgets

 
 
Chapter 12 Sales Territories
Nature of Territories

 
Designing Territories

 
Using Technology in Territory Design

 
Assigning and Revising Territories

 
Territorial Coverage—Managing a Salesperson’s Time

 
 
Chapter 13 Sales Volume Analysis
Strategic Relationship Between Planning and Evaluation

 
Introduction to Sales Force Performance Evaluation

 
Performance Evaluation and Misdirected Marketing Effort

 
Basis for Analyzing Sales Volume

 
Sales Force Automation and Performance Evaluation

 
 
Chapter 14 Cost and Profitability Analysis
Nature and Scope of Marketing Cost Analysis

 
Types of Marketing Cost Analysis

 
Allocating Direct and Indirect Expenses

 
The Contribution-Margin vs. Full-Cost Analysis Controversy

 
Use of Findings From Profitability Analysis

 
Return on Investment: An Evaluation Tool

 
 
Chapter 15 Evaluating A Salesperson’s Performance
Nature and Importance of Performance Evaluation

 
Program for Evaluating Performance

 
Bases of Evaluation

 
 
Chapter 16 Ethics and Laws
Business Ethics and Sales Management

 
The Pressure to Compromise Personal Ethics

 
Ethical Situations Facing Salespeople and Sales Executives

 
Establishing an Ethical Climate

 
Public Regulations and Laws Impacting Sales Managers

 
 
Company Index
 
Subject Index
 
Glossary
Key features
NEW TO THIS EDITION:
  • The new edition includes several new cases and a vast amount of updated coverage, reflecting the sweeping changes in the field over the past few years.
  • Chapter introductions have been rewritten to include engaging story vignettes that introduce the content within a real-world setting.
  • Every chapter now includes Consider This… boxes, most of which highlight how changes in technology are impacting today’s sales managers.
  • Over 200 new references have been incorporated throughout the textbook to update the language and be in line with current research and thought.
  • The new edition has 16 chapters, which is one less than the first edition. This streamlines the content and provides a more cohesive learning experience.
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 a host of other contemporary issues.
  • Case Studies show real-world application of concepts and topics.
  • 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.

Sample Materials & Chapters

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