Sales management : strategy, technology, skills

1. Introduction to Sales Management. I. MANAGING THE CHANGING SALES WORLD: THE ENVIRONMENT. 2. The Sales Environment. 3. Legal and Ethical Environment. 4. Global Environment. II. MANAGING YOUR PRIMARY SALES RESOURCES: SALES INDIVIDUALS. 5. Personal Selling. 6. Sales Managers and Leadership. III. MANAGING YOUR ACCOUNTS IN A COMPETITIVE WORLD: THE CUSTOMER. 7. Organizational Buying/Purchasing. 8. Sales Organization. 9. Salesforce Deployment. IV. MANAGING YOUR SALES RESOURCES: ORGANIZATIONAL TACTICS. 10. Selecting and Recruiting the Salesforce. 11. Training the Salesforce. 12. Motivating the Salesforce. 13. Compensating the Salesforce. 14. Evaluating the Salesforce. V. MANAGING YOUR SALES RESOURCES: CORPORATE STRATEGY. 15. Forecasting and Quotas. 16. Sales Strategy: Planning and Implementation. 17. Sales Strategy: Controlling Supply.