Sales Management: Analysis and Decision Making 9th Edition, (Ebook PDF) – Digital Instant Dowload.

Product details:

• ISBN-10 ‏ : ‎ 0765644517
• ISBN-13 ‏ : ‎ 978-0765644510
• Author: Thomas N. Ingram

The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life “best practices” of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.

Table contents:

1. Changing World of Sales Management

Part I: Describing the Personal Selling Function

2. Overview of Personal Selling

Part II: Defining the Strategic Role of the Sales Function

3. Organizational Strategies and the Sales Function

4. Sales Organization Structure and Salesforce Deployment Appendix 4. Developing Forecasts

Part III: Developing the Salesforce

5. Acquiring Sales Talent: Recruitment and Selection

6. Continual Development of the Salesforce: Sales Training

Part IV: Directing the Salesforce

7. Sales Leadership, Management, and Supervision

8. Motivation and Reward System Management

Part V: Determining Salesforce Effectiveness and Performance

9. Evaluating the Effectiveness of the Organization

10. Evaluating the Performance of Salespeople