"The purpose of this book is to prepare future salespersons and sales force managers. The 12th edition reflects the changing social and technological changes that will affect sales force managers during the 2000s. Emphasis is placed on how the Internet is affecting personal selling and sales management practices"--Provided by publisher.

Includes bibliographical references and index.

PART I: Introduction to Sales Force Management 1: The Field of Sales Force Management 2: Strategic Sales Force Management 3: Personal Selling Process PART II: Organizing, Staffing, and Training a Sales Force 4: Sales Force Organization 5: Profiling and Recruiting Salespeople 6: Selecting and Hiring Applicants 7: Developing, Delivering, and Reinforcing a Sales Training Program PART III: Directing Sales Force Operations 8: Motivating a Sales Force 9: Sales Force Compensation 10: Sales Force Quotas & Expenses 11: Leadership of a Sales Force PART IV: Sales Planning 12: Sales Forecasting and Developing Budgets 13: Sales Territories PART V: Evaluating Sales Performance 14: Analysis of Sales Volume 15: Marketing Cost and Profitability Analysis 16: Evaluating a Salesperson's Performance 17: Ethical and Legal Responsibilities of Sales Managers Appendix A: Integrative Cases Appendix B: Careers in Sales Management.

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