Sales Management: Concepts, Practices and Cases

Part 1: Introduction to personal selling and sales management The job of the sales manager Careers in professional selling and sales management. Part 2: The personal selling function evolution of professional selling preliminary steps in the selling process advanced steps in the selling process territory development and time management. Part 3: Planning the sales effort sales management environment sales management planning sales forecasting sales budgeting. Part 4: Developing the sales force organization of the sales force sales personnel planning and recruiting sales personnel selection process slaes training and development. Part 5: Directing the sales force sales leadership and supervision sales incentives sales compensation international sales management. Part 6: evaluating sales force performance developing and managing the sales evaluation programme sales and cost analysis.