Description

Test Bank for Management of a Sales Force 12th Edition Rosan Spiro

Table Of Contents

1: The Field of Sales Force Management
2: Strategic Sales Force Management
3: Personal Selling Process
4: Sales Force Organization
5: Profiling and Recruiting Salespeople
6: Selecting and Hiring Applicants
7: Developing, Delivering, and Reinforcing a Sales Training Program
8: Motivating a Sales Force
9: Sales Force Compensation
10: Sales Force Quotas and Expenses
11: Leadership of a Sales Force
12: Sales Forecasting and Developing Budgets
13: Sales Territories
14: Analysis of Sales Volume
15: Marketing Cost and Profitability Analysis
16: Evaluating a Salesperson’s Performance
17: Ethical and Legal Responsibilities of Sales Managers