 |  Management of a Sales Force, 11/e Rosann Spiro,
Indiana University
William J. Stanton,
University of Colorado
Gregory A. Rich,
Bowling Green State University
Student Center
Contents:Chapter 1: The Field of Sales Force Management
Chapter 2: Strategic Sales Force Management
Chapter 3: The Personal Selling Process
Chapter 4: Sales Force Organization
Chapter 5: Profiling and Recruiting Salespeople
Chapter 6: Selecting and Hiring Salespeople
Chapter 7: Developing, Delivering and Reinforcing a Sales Training Program
Chapter 8: Motivating a Sales Force
Chapter 9: Sales Force Compensation
Chapter 10: Sales Force Expenses and Transportation
Chapter 11: Leadership of a Sales Force
Chapter 12: Forecasting Sales and Developing Budgets
Chapter 13: Sales Territories
Chapter 14: Analysis of Sales Volume
Chapter 15: Marketing Cost and Profitability Analysis
Chapter 16: Evaluating a Salesperson's Performance
Chapter 17: Ethical and Legal Responsibilities of Sales Managers
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2003 McGraw-Hill Higher Education