Sales Management  (Paperback)

Sales Management is the only book on the market that prepares students to become effective sales managers in today s hyper-competitive, global economy by integrating current technology, research, and strategic thinking activities.

Key Features
* Tanner has a whole to using CRM technologies to manage sales organizations, helping them develop skills they will need to be successful sales managers. Students and instructors will also get access to Aplicor, a widely used CRM, as well as book exercises related to the use of Aplicor. You can find more information about this under Technology Tips
* The authors have written 12 original cases to go along with this book, and each contains 2 caselets written by the authors
* Role-plays are key to effective sales training. I know you all have done a lot of them. At the end of each , there are role-plays for students to complete.

Table of Contents

Part I: Strategic Planning
* Introduction to Sales Management
* The Sales Function and Multi-Sales Channels

Part II: Sales Leadership
* Leadership and the Sales Executive Ethics, the Law, and Sales Leadership

Part III: Analyzing Customers and Markets
* Business-to-Business (B2B) Sales and Customer Relationship Management Leveraging Information Technologies

Part IV: Designing and Developing the Sales Force
* Designing and Organizing the Sales Force
* Recruiting and Selecting the Right Salespeople
* Training and Developing the Sales Force

Part V: Process Management
* Supervising, Managing, and Leading Salespeople Individually and in Teams
* Setting Goals and Managing the Sales Force s Performance
* Motivating and Rewarding Salespeople

Part VI: 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

Part VII: Cases