The second edition of Sales Force Management prepares students for
professional success in the field. Focused on the areas of customer
loyalty, customer relationship management, and sales technology, this
practical resource integrates selling and sales management while
highlighting the importance of teamwork in any sales and marketing
organization. The text presents core concepts using a comprehensive
pedagogical framework--featuring real-world case studies, illustrative
examples, and innovative exercises designed to facilitate a deeper
understanding of sales management challenges and to develop stronger
sales management skills.
Supported with a variety of essential ancillary resources for
instructors and students, Sales Force Management, 2nd Edition includes
digital multimedia PowerPoints for each chapter equipped with voice-over
recordings ideal for both distance and in-person learning. Additional
assets include the instructor's manual, computerized and printable test
banks, and a student companion site filled with glossaries, flash cards,
crossword puzzles for reviewing key terms, and more.
Integrating theoretical, analytical, and pragmatic approaches to sales
management, the text offers balanced coverage of a diverse range of
sales concepts, issues, and activities. This fully-updated edition
addresses the responsibilities central to managing sales people across
multiple channels and through a variety of methods. Organized into four
parts, the text provides an overview of personal selling and sales
management, discusses planning, organizing, and developing the sales
force, examines managing and directing sales force activities, and
explains effective methods for controlling and evaluating sales force
performance.
