Table of Contents:
PART I: THE REPRESENTATIVE 1. The Dramatic Changes and Opportunities in Sales 2. What Sales Representatives Do 3. Getting a Sales Job: An Applicant View of the Recruiting Process 4. The Selling Process and Beyond 5. The Representataive as a Business Manager 6. Legal and Ethical Dimensions of Personal Selling and Sales Management PART II: THE FIRST-LINE MANAGER 7. The Sales Management Process 8. Developing Sales Strategy 9. Staffing by Field Manager 10. Training Coaching and Developing Representatives 11. Helping Representatives to Motivate Themselves 12. Sales Quality Management 13. Evaluating sales performance 14. Compensation and Other Reward Systems PART III: GENERAL SALES MANAGEMENT 15. General Sales Management: The View From the Top 16. Creating a Sales Information System 17. Organizing and Innovating the Selling Process 18. Sales Force Automation 19. Sales Management Web Page.