Sales Management
Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy—by integrating current technology, research, and strategic thinking activities.
Table of Content
Part I: Strategic Planning
- Introduction to Sales Management
- The Sales Function and Multi-Sales Channels
Part II: Sales Leadership
- Leadership and the Sales Executive
- Ethics, the Law, and Sales Leadership
Part III: Analyzing Customers and Markets
- Business-to-Business (B2B) Sales and Customer Relationship Management
- Leveraging Information Technologies
Part IV: Designing and Developing the Sales Force
- Designing and Organizing the Sales Force
- Recruiting and Selecting the Right Salespeople
- Training and Developing the Sales Force
Part V: Process Management
- Supervising, Managing, and Leading Salespeople Individually and in Teams
- Setting Goals and Managing the Sales Force’s Performance
- Motivating and Rewarding Salespeople
Part VI: Measurement, Analysis, and Knowledge Management
- Turning Customer Information into Knowledge
- Assessing the Performance of the Sales Force and the People Who Comprise It
- Internal and External Cultural Forces That Affect a Firm’s Sales Performance
Part VII: Cases
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Salient Features
- Tanner has a whole to using CRM technologies to manage sales organizations, helping them develop skills they will need to be successful sales managers. Students and instructors will also get access to Aplicor, a widely used CRM, as well as book exercises related to the use of Aplicor. You can find more information about this under “Technology Tips”
- The authors have written 12 original cases to go along with this book, and each contains 2 caselets written by the authors
- Role-plays are key to effective sales training. I know you all have done a lot of them. At the end of each , there are role-plays for students to complete.
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