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Sales management : text & cases

Thomas R. Wotruba, Edwin K. Simpson

Open publisher page 7 citations

Abstract

Part 1: The dimensions of sales management. Sales management as strategic planning. Part 2: Planning sales management strategy. Measuring markets and forecasting sales. Allocation of resources: territory planning and coverage. Allocation of resources: budgets and quotas. Buying and selling. Part 3: Administrating the sales organization. Sales organizations. Recruiting and selection. Educating and training. Compensation and expenses. Motivation. Leadership and supervision. Part 4: Evaluating the sales organization. Sales management evaluation: sales, costs, and profit analysis. Sales management evaluation: performance appraisal. Legal and ethical aspects of personal selling and sales management.

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What this paper is about

Part 1: The dimensions of sales management. Sales management as strategic planning. Part 2: Planning sales management strategy. Measuring markets and forecasting sales. Allocation of resources: territory planning and coverage. Allocation of resources: budgets and quotas. Buying and selling. Part 3: Administrating the sales organization. Sales organizations. Recruiting and selection. Educating and training. Compensation and expenses. Motivation. Leadership and supervision. Part 4: Evaluating the sales organization. Sales management evaluation: sales, costs, and profit analysis. Sales management evaluation: performance appraisal. Legal and ethical aspects of personal selling and sales management.

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OpenAlex reports 7 citations for this work. Citation counts describe recorded attention and do not establish research quality.

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Available abstract

Part 1: The dimensions of sales management. Sales management as strategic planning. Part 2: Planning sales management strategy. Measuring markets and forecasting sales. Allocation of resources: territory planning and coverage. Allocation of resources: budgets and quotas. Buying and selling. Part 3: Administrating the sales organization. Sales organizations. Recruiting and selection. Educating and training. Compensation and expenses. Motivation. Leadership and supervision. Part 4: Evaluating the sales organization. Sales management evaluation: sales, costs, and profit analysis. Sales management evaluation: performance appraisal. Legal and ethical aspects of personal selling and sales management.

Key concepts: Sales management, Business, Sales and operations planning, Marketing, Profit (economics), Sales journal, Compensation (psychology), Retail sales

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