Sales Force Management (10th Edition)

Author: William J. Stanton et al. (Translated by Jiang Minghua)
Publisher:
Publishing Date: 2002-01-01
Features: This book explores the relationship between sales team 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 team management:
1. Building the Sales Team: This includes planning, recruitment, training, assimilation, as well as compensation and incentives and morale enhancement.
2. Organizing the Sales Team: This can be structured by region, product specialization, market specialization, hybrid organization, as well as national customer management, buying centers, and team selling.
3. Determining Sales Territories, Sales Budgets, and Metrics, and Adjustments:
4. Sales Performance Evaluation: This covers sales volume analysis, marketing cost and profitability analysis, as well as performance evaluations of sales managers and sales personnel and the purpose of evaluation.
5. Ethics and Legal Responsibilities of Sales Managers, and Career Path Design in Sales Management:
A notable feature of this book is its organic integration of marketing, sales management, and human resource management, providing actionable theoretical guidance for businesses to build and manage their sales teams. It is suitable for senior executives, sales managers, and human resource management managers in enterprises. Additionally, it is also ideal for undergraduate, graduate, and MBA students in business schools specializing in marketing and human resource management. It is believed that universities will find inspiration in it.