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Sales Force Management
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Sales Force Management


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Sales Management

May 2023 | 516 pages | SAGE Publications, Inc

Formerly published by Chicago Business Press, now published by Sage

Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today's sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.

 
Chapter 1: Introduction to Sales Force Management
 
Chapter 2: Strategy
 
Chapter 3: The Personal Selling Process
 
Chapter 4: Sales Force Organization
 
Chapter 5: Profiling and Recruiting Salespeople
 
Chapter 6: Selecting and Hiring Salespeople
 
Chapter 7: Sales Training
 
Chapter 8: Motivating a Sales Force
 
Chapter 9: Sales Force Compensation
 
Chapter 10: Sales Force Quotas and Expenses
 
Chapter 11: Leadership of a Sales Force
 
Chapter 12: Forecasting and Budgets
 
Chapter 13: Sales Territories
 
Chapter 14: Sales Volume and Analysis
 
Chapter 15: Cost and Profit Analysis
 
Chapter 16: Evaluating a Salesperson's Performance
 
Chapter 17: Ethics and Laws

Supplements

Gregory A. Rich

Gregory A. Rich (Ph.D. from Indiana University, 1995) is a Professor of Marketing whose research has focused primarily on how leadership theory impacts the management of salespeople. Greg has published 15 articles in a variety of marketing and organizational behavior journals, including Journal of the Academy of Marketing Science, Personnel Psychology, Journal of Personal Selling and Sales Management, and Journal of Business Research. He is the author of a sales management textbook, co-author of a professional selling textbook, and co-developer of the management simulation game Cantopia. He is on the editorial review board of the Journal... More About Author

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ISBN: 9780997117134
$151.00