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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
 
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

Supplements

Instructor Resource Site
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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