Sales force management / Joseph F. Hair, Rolph E. Anderson, Rajiv Mehta, Barry J. Babin.

Includes bibliographical references and index.

Part 1: Twenty-First-Century Sales Force Management. Introduction to Sales Force Management and Its Evolving Roles. Managing Ethics in a Sales Environment. Customer Relationship Management (CRM) and Building Partnerships. The Selling Process -- Part 2: Organizing and Developing the Sales Force. Sales Forecasting and Budgeting. Sales Force Planning and Organizing. Time and Territory Management. Recruiting and Selecting the Sales Force -- Part 3: Managing and Directing Sales Force Efforts. Training the Sales Force. Sales Force Leadership. Sales Force Motivation. Sales Force Compensation -- Part 4: Controlling and Evaluating Sales Force Performance. Sales Organization Audit and Sales Analytics. Sales Force Performance Evaluation

"It's an exciting time to learn about and prepare for a career in sales management - those crucial managers who lead the sales force responsible for generating revenue, i.e., money, which is the lifeblood of any organization. Today, there are more opportunities and challenges for sales managers and their salespeople than at any previous time. Not only are sales managers and salespeople among the most highly paid members of an organization but surveys consistently find that sales jobs are among the most rewarding and satisfying, with the fastest potential routes to senior level management - all the way up to CEO. What's more, few jobs will be as important as those in sales as companies strive to survive and thrive in intensely competitive domestic and global markets. With rapidly advancing technology and ever-evolving tastes and preferences of customers, the sales force will provide an essential connection between selling organizations and their buying organization customers. Today's sales managers must play pivotal, multifaceted roles in planning, organizing, managing, directing, leading, and controlling the sales departments of their organizations. As the critical managers directly responsible for generating revenues and profits, sales managers are responsible for one of the most important of all functions in determining company success"-- Provided by publisher.