Instant download Test bank for Sales Management 0132324121 pdf docx epub after payment.
Product details:
- ISBN-10 : 0132324121
- ISBN-13 : 978-0132324120
- Author:
Tanner is the only book on the market that prepares students to become effective sales managers in today’s hyper-competitive, global economyby integrating current technology, research, and strategic thinking activities.
KEY TOPICS: Strategic Planning; Sales Leadership; Analyzing Customers and Markets; Designing and Developing the Sales Force; Process Management; Measurement, Analysis, and Knowledge Management; Cases
For anyone looking for an up-to-date book on sales management with an emphasis on CRM.
Table of contents:
Strategic Planning | |
Introduction to Sales Management | |
The Sales Function and Multi-Sales Channels | |
Sales Leadership | |
Leadership and the Sales Executive | |
Ethics, the Law, and Sales Leadership | |
Analyzing Customers and Markets | |
Business-to-Business (B2B) Sales and Customer Relationship Management | |
Leveraging Information Technologies | |
Designing and Developing the Sales Force | |
Designing and Organizing the Sales Force | |
Recruiting and Selecting the Right Salespeople | |
Training and Developing the Sales Force | |
Process Management | |
Supervising, Managing, and Leading Salespeople Individually and in Teams | |
Setting Goals and Managing the Sales Force’s Performance | |
Motivating and Rewarding Salespeople | |
Measurement, Analysis, and Knowledge Management | |
Turning Customer Information into Knowledge | |
Assessing the Performance of the Sales Force and the People Who Comprise It | |
Internal and External Cultural Forces That Affect a Firm’s Sales Performance | |
Cases—there are 12 cases total | |
The exact order of cases and exact titles is still being determined—sample title:Case 1 Wellco Distributors: Considering a Diversity Program | |
Table of Contents provided by Publisher. All Rights Reserved. |
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