Sales Management: A multinational perspective

Sales Management in the 21st Century PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE Managing Change in the Sales Force Integrating Sales and Marketing Designing and Implementing a Key Account Management Strategy Delegation of Pricing Authority to Sales People Customer Relationship Management System Implementation in Sales Organizations Ethics in Personal Selling & Sales Management PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE Sales Planning and Forecasting Sales Force Organization and Territory Design Sizing the Sales Force International Selling PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES Sales Force Recruitment and Selection Sales Force Training PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS Team Leadership and Coaching Sales Control Systems Sales Force Motivation Sales force Compensation PART FIVE: SALES PEOPLE'S RESPONSES Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours PART SIX: EVALUATION OF THE SALES FORCE Sales Force Performance and Evaluation