{"product_id":"sales-force-management-paperback-softback-9781119702832","title":"Sales Force Management (Paperback \/ softback) 9781119702832","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eSales Force Management\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cfont size=\"4\"\u003eJoseph F. Hair, Jr. (Author), Rolph Anderson (Author), Rajiv Mehta (Author), Barry Babin (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119702832, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePaperback \/ softback, published 29 October 2020\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e544 pages\u003cbr\u003e25.2 x 20.3 x 2.3 cm, 0.953 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eThe second edition of \u003ci\u003eSales Force Management \u003c\/i\u003eprepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills.\u003cbr\u003e\u003cbr\u003eSupported with a variety of essential ancillary resources for instructors and students, \u003ci\u003eSales Force Management, 2nd Edition \u003c\/i\u003eincludes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more.  \u003c\/p\u003e \u003cp\u003eIntegrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003ePreface xxiii\u003c\/p\u003e \u003cp\u003eAbout the Authors xxxi\u003c\/p\u003e \u003cp\u003e1 Introduction to Sales Force Management and Its Evolving Roles 1\u003c\/p\u003e \u003cp\u003e2 Managing Ethics in a Sales Environment 30\u003c\/p\u003e \u003cp\u003e3 Customer Relationship Management (CRM) and Building Partnerships 62\u003c\/p\u003e \u003cp\u003e4 The Selling Process 96\u003c\/p\u003e \u003cp\u003e5 Sales Forecasting and Budgeting 125\u003c\/p\u003e \u003cp\u003e6 Sales Force Planning and Organizing 155\u003c\/p\u003e \u003cp\u003e7 Time and Territory Management 187\u003c\/p\u003e \u003cp\u003e8 Recruiting and Selecting the Sales Force 215\u003c\/p\u003e \u003cp\u003e9 Training the Sales Force 251\u003c\/p\u003e \u003cp\u003e10 Sales Force Leadership 285\u003c\/p\u003e \u003cp\u003e11 Sales Force Motivation 333\u003c\/p\u003e \u003cp\u003e12 Sales Force Compensation 371\u003c\/p\u003e \u003cp\u003e13 Sales Organization Audit and Sales Analytics 403\u003c\/p\u003e \u003cp\u003e14 Sales Force Performance Evaluation 438\u003c\/p\u003e \u003cp\u003eGlossary G-1\u003c\/p\u003e \u003cp\u003eIndex I-1\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52430882308376,"sku":"9781119702832","price":93.59,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119702832.jpg?v=1784764902","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/sales-force-management-paperback-softback-9781119702832","provider":"Freshly Printed Books","version":"1.0","type":"link"}