Sales management: A career path approach/ by G. David Hughes, Daryl Mckee and Charles H. Singler

Includes appendices and indexes

Chapter 1. The dramatic changes and opportunities in sales --2. What sales people do --3. Getting a sales job: an applicant's view of the recruiting process --4. The selling process and beyond --5. The sales person as a business manager --6. Ethical and legal issues in personal selling and sales management --7. The sales management process --8. Developing sales strategy --9. Staffing by field managers --10. Training, coaching, and developing sales people --11. Helping sales people to motivate themselves --12. Sales quality management --13. Evaluating sales performance --14. Compensation and other reward systems --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.