Management of a Sales Force

Contains pencil notes and underlining; contains highlighting in text (mostly faint)

A strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a "team box" highlighting the principles within a given chapter as they relate to managing selling teams. The cover of the book reflects the team emphasis.
2/3 of the cases are NEW with a greater geographic distribution of company examples. Also, brand new to this edition, are five integrative cases at the end of the book.
New and Updated Cases. About 1/3 of the end of chapter cases are new - in order to reflect the latest, cutting-edge issues, including technology and Internet selling. The integrative cases at the end of the book are updated. With these cases, students can apply the concepts and methods discussed in the chapters in order to stimulate understanding of the materials and serve as a jumping off point to further class discussions.
Excel spreadsheets. Several of the cases have data that is available on supplementary Excel spreadsheets. This will help students learn how to arrange data in organized and meaningful ways.
Extensive Use of Real Company Examples. Responding to reviewer requests, the author team has concentrated on adding more of these throughout the book. Having more company examples helps students to observe how text concepts translate into actual practices. The new index lists these companies for increased awareness and easy reference.
PowerPoint Presentation. Accompanying the book is an all-new PowerPoint collection created entirely by the authors. This will benefit professors by providing easy to use teaching materials in the classroom.
New Co-Author. Signed on this edition is new co-author Greg Rich. Greg Rich researches, teaches, and consults on two key topics: sales force technology and leadership. His entrance on this edition gives the book a fresh new perspective in these and other areas.
End-of-Chapter Internet Exercises. Internet exercises have been added at the end of every chapter to help reinforce learned concepts in fun ways.
Impact of the Internet. The opening discussion in Chapter 1 provides a thorough discussion of how the Internet is impacting salespeople, personal selling and the management of the sales function in the firm. Throughout the book, the author team has emphasized the extent to which computer and Internet-related technology have impacted the various functions of sales management. This includes new expended discussions on Customer Relationship Management; Sales Force Automation, including the Virtual Office; Web-based Recruiting and Training; Global Positioning Systems and other computer and Internet-related technology issues.
Leadership of a Sales Force (Chapter 11) is revised substantially. The new focus compares and contrasts management with leadership, and emphasizes transformational leadership - a style that inspires sales organizations to perform above and beyond expectations.
· Reduced the total number of chapters to 17 from 20. The reorganization, which is in response to reviewer feedback, should make the material fit more naturally in the typical academic term. Specifically'
o The former Chapter 6 Selecting Applicants and Chapter 7 Hiring and Socializing New Salespeople are combined into a single chapter.
o Morale (formerly Chapter 13) is now discussed as a leadership outcome in the Leadership of a Sales Force chapter.
o The material in former Chapter 16 Sales Budgets and Quotas is now discussed separately:
§ Budgets are now discussed in the chapter on Forecasting Sales and Developing Budgets.
§ Quotas are now discussed in the Sales Force Compensation chapter. This provides a more logical place for the discussion of Quotas because they are generally tied to compensation incentives.
Leadership of a Sales Force (Chapter 11) is revised substantially. The new focus compares and contrasts management with leadership, and emphasizes transformational leadership - a style that inspires sales organizations to perform above and beyond expectations.
Sales Force Organization chapter contains an expanded discussion of Buying Centers and Team Selling as well as additional material on E-Commerce selling. This will show students that it is also important to be able to present to groups of people, both in person and electronically.
Sales Training Chapter contains new material on Web-based training, mentoring, and a discussion of training for sales managers. This will allow future managers to examine training possibilities.
Chapter on Personal Selling (Chapter 3). This chapter which, in addition to presenting the more traditional types of transactional selling, discusses relationship selling and team selling.
Integrated Cases. Woven throughout the book are integrated cases that help students understand key concepts through realistic companies and situations.
Experiential Exercises. At the end of each chapter are experiential exercises that help to reinforce concepts by allowing students to critically think about sales force management issues. Along the same lines, every chapter contains International boxes and Ethical Dilemma boxes that present realistic situations for students to think about.