Sales Management 1st Edition Tanner Test Bank
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Product details:
- ISBN-10 : 0132324121
- ISBN-13 : 978-0132324120
- Author:
Tanner is the only book on the market that prepares students to become effective sales managers in todays hyper-competitive, global economyby integrating current technology, research, and strategic thinking activities.
KEY TOPICS: Strategic Planning; Sales Leadership; Analyzing Customers and Markets; Designing and Developing the Sales Force; Process Management; Measurement, Analysis, and Knowledge Management; Cases
For anyone looking for an up-to-date book on sales management with an emphasis on CRM.
Table of contents:
Part One — Strategic Planning
Chapter 1: Introduction to Sales Management
Chapter 2: The Sales Function and Multi-Sales Channels
Part Two — Sales Leadership
Chapter 3: Leadership and the Sales Executive
Chapter 4: Ethics, the Law, and Sales Leadership
Part Three —Analyzing Customers and Markets
Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management
Chapter 6: Leveraging Information Technologies
Part Four — Designing and Developing the Sales Force
Chapter 7: Designing and Organizing the Sales Force
Chapter 8: Recruiting and Selecting the Right Salespeople
Chapter 9: Training and Developing the Sales Force
Part Five — Process Management
Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams
Chapter 11: Setting Goals and Managing the Sales Force’s Performance
Chapter 12: Motivating and Rewarding Salespeople
Part Six — Measurement, Analysis, and Knowledge Management
Chapter 13: Turning Customer Information into Knowledge
Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It
Chapter 15: Internal and External Cultural Forces That Affect a Firm’s Sales Performance
Part Seven – Cases—there are 12 cases total. The exact order of cases and exact titles is still being determined—sample title:
Case 1 Wellco Distributors: Considering a Diversity Program
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