Sales management : analysis and decision making - Ingram, Thomas N. (Mason, Ohio : Thomson/South-Western, 2006)
1. Changing world of sales management -- 2. Overview of personal selling -- 3. Organizational strategies and the sales function -- 4. Sales organization structure and salesforce deployment -- 5. Staffing the salesforce: recruitment and selection -- 6. Continual development of the salesforce: sales training -- 7. Sales leadership, management, and supervision -- 8. Motivation and reward system management -- 9. Evaluating the effectiveness of the organization -- 10. Evaluating the performance of salespeople
Includes bibliographical references (p. 399-418) and index
Keywords: Sales management