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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