Sales management  : shaping future sales leaders 
/ John F. Tanner, Earl D. Honeycutt, Robert Erffmeyer. 
 - 1st ed.,  New international edition 
 - Harlow, England :  Pearson Education,  2014. 
 - 453 pages : illustrations (chiefly color) ; 28 cm. 
<br/><br/>Includes bibliographical references and indexes. 
<br/><br/>Introduction to sales management -- The sales function and multi-sales channels -- Leadership and the sales executive -- Ethics, the law, and sales leadership -- Business-to-business (b2b) sales and customer relationship management -- Leveraging information technologies -- Designing and organizing the sales force -- Recruiting and selecting the right salespeople -- Training and developing the sales force -- Supervising, managing, and leading salespeople individually and in teams -- Setting goals and managing the sales force’s performance -- Motivating and rewarding salespeople -- Turning customer information into knowledge -- Assessing the performance of the sales force and the people who comprise it -- Internal and external cultural forces that affect a firm’s sales performance -- Cases -- Index 
<br/><br/> For courses in sales management. Sales Management, 1st edition, is the only book on the market that prepares students to become effective sales managers in today's hyper-competitive, global economy-by integrating current technology, research, and strategic thinking activities. 
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<br/><br/><label>ISBN: </label>9781292023458 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management<br/>Selling<br/>Sales management--Case studies<br/>Selling--Case studies
<br/><br/><label>Subjects--Index Terms: </label>Bibliography B1 Sales effective methods and behaviours 
<br/><br/><label>LC Class. No.: </label>HF5438.4  / .T36