Publication Date 9 Mar 2000
OverviewModule One: Changing World of Sales Management. Part I. Describing the Personal Selling Function. Module Two: Overview of Personal Selling. Module Three: Personal Selling: Approaches and Process. Part II. Defining the Strategic Role of the Sales Function. Module Four: Organizational Strategies and the Sales Function. Module Five: Sales Organization Structure and Salesforce Deployment. Part III. Developing the Sales Force. Module Six: Staffing and the Salesforce: Recruitment and Selection. Module Seven: Continual Development of the Salesforce: Sales Training. Part IV. Directing the Sales Force. Module Eight: Sales Management Leadership and Supervision. Module Nine: Motivation and Reward System Management. Part V. Determining Salesforce Effectiveness and Performance. Module Ten: Evaluating the Effectiveness of the Organization. Module Eleven: Evaluating the Performance of the Salespeople.
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