Sales Force Management (10th Edition)

Author: William Stanton
Publisher:
Publish Date: 2004-06-01
Features: This book starts by exploring the relationship between sales force management, marketing concepts, and marketing strategies, as well as the fundamental nature of sales management. It provides an in-depth and detailed introduction to five key aspects of sales force management:
- Building the sales force, including planning, recruitment, training, assimilation, as well as compensation and incentives and morale enhancement.
- Organizing the sales force, which can be structured by region, product specialization, market specialization, hybrid organization, as well as national account management, buying centers, and team selling.
- Determining and adjusting sales territories, sales budgets, and targets.
- Evaluating sales performance, including sales volume analysis, marketing cost and profitability analysis, as well as performance evaluations of sales managers and sales personnel and the purpose of evaluation.
- The ethics and legal responsibilities of sales managers, as well as career planning in sales management.
This book is suitable for senior management, sales managers, and human resource management managers in enterprises. It is also ideal for undergraduate, graduate, and MBA students in marketing and human resource management at business schools. It is believed that universities can gain inspiration from it.