Management of a Sales Force

Spiro Rosann Buskirk Richard H. Stanton William J.

ISBN 10: 0071147594 / ISBN 13: 9780071147590

Published by The McGraw-Hill Company, 1994

pp. 704. Seller Inventory # 46387345

Synopsis:

Focusing on the fields of manufacturing and wholesaling, the authors offer a real world approach to sales force management, intentially avoiding mathematical and behavioural models. Topics dealt with include, staffing, teritories, total quality management, market orientation, and strategic selling. Ninth revised edition.

From the Publisher: 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.
Brand-new chapter on Personal Selling (Chapter 3) which is addition to presenting the more traditional types of transactional selling, discusses relationship selling and team selling.
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.
Chapters 14 and 16 (Sales Department Budgeting & Sales Quotas respectively) have been logically combined to treat the subject matter more concisely with new examples and references.
References: Very few references are prior to 1995, and many are actually 1997 and 1998 (compare to ANY competitor).
Other new hot topics and expanded coverage:
Relationship Marketing
Changes in purchasing
National account management
Organizing for International sales
Electronic data bases
Compensating Teams
Motivation for Team selling
Corporate Culture
Reinforcement of Training
The use of Interactive diskettes
Performance-based reviews
The use of "brain teasers" in interviews

Bibliographic Details

Title: Management of a Sales Force
Publisher: The McGraw-Hill Company
Publication Date: 1994
Binding: Soft cover
Condition: New