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Management of a Sales Force, 11/e
Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

Table of Contents

Part I

Introduction to Sales Force Management Plan of This Book x

  1. The Field of Sales Force Management x
  2. Strategic Sales Force Managementx
  3. The Personal Selling Process

    Part II

    Organizing, Staffing and Training a Sales Force Sales Force Organization

  4. Profiling and Recruiting Salespeople
  5. Selecting and Hiring Salespeople
  6. Developing, Delivering, and Reinforcing a Sales Training Program

    Part III

    Directing Sales Force Operations

  7. Motivating a Sales Force
  8. Sales Force Compensation
  9. Sales Force Expenses and Transportation
  10. Leadership of a Sales Force

Part IV

Sales Planning 388

  1. Forecasting Sales and Developing Budgets
  2. Sales Territories

    Part V

    Evaluating Sales Performance 479

  3. Analysis of Sales Volume 480
  4. Marketing Cost and Profitability Analysis 498
  5. Evaluating a Salesperson's Performance 522
  6. Ethical and Legal Responsibilities of Sales Managers 551

Appendix A Integrative Cases 574

Appendix B Careers in Sales Management





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