TY  - BOOK
AU  - Tanner,Jeff
AU  - Honeycutt,Earl D.
AU  - Erffmeyer,Robert
TI  - Sales management: shaping future sales leaders 
T2  - Pearson custom library
SN  - 9781292023458 (paperback) :
U1  - 658.81 23
PY  - 2014///]
CY  - Harlow, Essex
PB  - Pearson
KW  - Sales management
N1  - Includes index; business bookfair2016; Part One - Strategic PlanningChapter 1: Introduction to Sales Management Chapter 2: The Sales Function and Multi-Sales Channels Part Two - Sales LeadershipChapter 3: Leadership and the Sales Executive Chapter 4: Ethics, the Law, and Sales Leadership Part Three -Analyzing Customers and MarketsChapter 5: Business-to-Business (B2B) Sales and Customer Relationship ManagementChapter 6: Leveraging Information Technologies Part Four - Designing and Developing the Sales ForceChapter 7: Designing and Organizing the Sales ForceChapter 8: Recruiting and Selecting the Right Salespeople Chapter 9: Training and Developing the Sales Force Part Five - Process ManagementChapter 10: Supervising, Managing, and Leading Salespeople Individually and in TeamsChapter 11: Setting Goals and Managing the Sales Force's Performance Chapter 12: Motivating and Rewarding Salespeople Part Six - Measurement, Analysis, and Knowledge Management Chapter 13: Turning Customer Information into Knowledge Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise ItChapter 15: Internal and External Cultural Forces That Affect a Firm's Sales Performance Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: Case 1 Wellco Distributors: Considering a Diversity Program
N2  - For courses in sales management.Sales Management, 1/e is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities
ER  -