ABSTRACT
Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume.
The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising.
It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
TABLE OF CONTENTS
part |32 pages
Functions and Organization of the Sales Force
chapter |10 pages
Roles and Functions in the Sales Force
chapter |20 pages
Sales Structures and Organization
part |78 pages
Developing a Motivating Sales Environment
chapter |17 pages
Motivational Management in the Sales Force
chapter |13 pages
Sales Management by Objectives
chapter |8 pages
Motivating Through Rewards and Incentives
chapter |12 pages
Communication in the Sales Force
chapter |13 pages
Sales Meetings and Conferences
part |66 pages
Sales Recruitment and Training
chapter |31 pages
Recruitment and Selection in the Sales Force
chapter |19 pages
Basic Sales Training
chapter |14 pages
Field Sales Training
part |58 pages
Planning, Forecasting and Performance Monitoring
chapter |12 pages
The Planning Process
chapter |26 pages
Sales Forecasting
chapter |18 pages
Performance Monitoring
part |62 pages
Management and Control of the Sales Force
chapter |23 pages
Territory Management
chapter |18 pages
Sales Force Administration
chapter |19 pages
Sales Management Control
part |127 pages
Developing the Business