Documents SALES TECHNIQUE 77 results

CONTENTS

Part I Formulation of a Strategic Sales Program
CHAPTER 1 An Overview of Sales Management
CHAPTER 2 The Strategic Role of Selling and Sales Management
CHAPTER 3 The Process of Buying and Selling
CHAPTER 4 Environment Influences on Sales Programs and Performance
CHAPTER 5 Organizing the Sales Force
CHAPTER 6 Demand Estimation and Sales Quotas
CHAPTER 7 Sales Territories
Cases for
Part I


Part II Implementation of the Sales Program
CHAPTER 8 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
CHAPTER 9 Salesperson Performance: Motivating the Sales Force
CHAPTER 10 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
CHAPTER 11 Sales Force Recruitment and Selection
CHAPTER 12 Sales Training: Objectives, Techniques, and Evaluation
CHAPTER 13 Designing Compensation and Incentive Programs
Cases for
Part II


Part III Evaluation and Control of the Sales Program
CHAPTER 14 Sales Analysis
CHAPTER 15 Cost Analysis
CHAPTER 16 Behavior and Other Performance Analyses

Cases for
Part III
Notes
Case Index
Subject Index
Name Index