Formerly published by Chicago Business Press, now published by Sage
Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.
Table of Content
Chapter 1 Introduction to Sales Force Management
Chapter 2 Strategy
Chapter 3 The Personal Selling Process
Chapter 4 Sales Force Organization
Chapter 5 Recruiting and Hiring Salespeople
Chapter 6 Sales Training
Chapter 7 Motivating A Sales Force
Chapter 8 Sales Force Compensation
Chapter 9 Sales Force Quotas and Expenses
Chapter 10 Leadership of A Sales Force
Chapter 11 Forecasting and Budgets
Chapter 12 Sales Territories
Chapter 13 Sales Volume Analysis
Chapter 14 Cost and Profitability Analysis
Chapter 15 Evaluating A Salesperson’s Performance
Chapter 16 Ethics and Laws
Company Index
Subject Index
Glossary
About the author
Rhett T. Epler (Ph.D. from the University of Wyoming) is an Assistant Professor of Marketing at Old Dominion University. Rhett’s research focuses on how salespeople manage challenges and how sales managers can best help salespeople to achieve their highest potential. Rhett also has also published research on how AI is impacting salespeople and sales managers. Rhett has published research in the Journal of Personal Selling and Sales Management, Industrial Marketing Management and several others. Rhett is on the editorial review board for the Journal of Personal Selling and Sales Management and is excited to publish impactful research. Rhett is also involved with his college’s PSE chapter and enjoys helping students to prepare for the professional world.
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