Table of contents
- Sales Management in the 21st Century
PART ONE: Formulation of the sales program: defining sales strategies and sales force culture
- Managing change in the sales force
- Integrating Sales and Marketing
- Designing and implementing a key account management strategy
- Delegation of Pricing Authority to Sales People
- Customer relationship management system implementation in sales organizations
- Ethics in personal selling & sales management
PART TWO: Formulation of the sales program: defining sales force investment and structure
- Sales planning and forecasting
- Sales force organization and territory design
- Sizing the sales force
- International Selling
PART THREE: Implementation of the sales program: creating & developing competencies
- Sales force recruitment and selection
- Sales Force Training
PART FOUR: Implementation of the sales program: directing efforts
- Team Leadership and coaching
- Sales Control Systems
- Sales Force Motivation
- Sales force compensation
PART FIVE: Sales People's responses
- Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours
PART SIX: Evaluation of the sales force
- Sales force performance and evaluation