Sales Force Management by Gregory A. Rich at Bookstore UAE
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Sales Force Management

Sales Force Management


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About the Book

Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today′s sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.

Table of Contents:
Chapter 1: Introduction to Sales Force Management Chapter 2: Strategy Chapter 3: The Personal Selling Process Chapter 4: Sales Force Organization Chapter 5: Profiling and Recruiting Salespeople Chapter 6: Selecting and Hiring Salespeople Chapter 7: Sales Training Chapter 8: Motivating a Sales Force Chapter 9: Sales Force Compensation Chapter 10: Sales Force Quotas and Expenses Chapter 11: Leadership of a Sales Force Chapter 12: Forecasting and Budgets Chapter 13: Sales Territories Chapter 14: Sales Volume and Analysis Chapter 15: Cost and Profit Analysis Chapter 16: Evaluating a Salesperson′s Performance Chapter 17: Ethics and Laws

About the Author :
Gregory A. Rich (Ph.D. from Indiana University, 1995) is a Professor of Marketing whose research has focused primarily on how leadership theory impacts the management of salespeople. Greg has published 15 articles in a variety of marketing and organizational behavior journals, including Journal of the Academy of Marketing Science, Personnel Psychology, Journal of Personal Selling and Sales Management, and Journal of Business Research. He is the author of a sales management textbook, co-author of a professional selling textbook, and co-developer of the management simulation game Cantopia. He is on the editorial review board of the Journal of Professional Selling and Sales Management. For over 20 years, Greg has served as a sales coach of students competing at the National Collegiate Sales Competition and other similar events. In 2020, he was named Sales Educator of the Year by the American Marketing Association Selling and Sales Management SIG.


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Product Details
  • ISBN-13: 9780997117134
  • Publisher: Sage Publications, Inc
  • Publisher Imprint: SAGE Publications, Inc
  • Language: English
  • Weight: 1030 gr
  • ISBN-10: 0997117133
  • Publisher Date: 05 Jul 2023
  • Binding: Paperback
  • No of Pages: 516


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