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Test Bank for Sales Management, 1st Edition, Jeff Tanner, Robert C. Erffmeyer, ISBN-10: 0132324121, ISBN-13: 9780132324120, Downloadable Digital Test Bank Files

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Test Bank for Sales Management, 1st Edition, Jeff Tanner, Robert C. Erffmeyer, ISBN-10: 0132324121, ISBN-13: 9780132324120



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Table of Contents

Part One — Strategic Planning

Chapter 1: Introduction to Sales Management

Chapter 2: The Sales Function and Multi-Sales Channels

Part Two — Sales Leadership

Chapter 3: Leadership and the Sales Executive

Chapter 4: Ethics, the Law, and Sales Leadership

Part Three —Analyzing Customers and Markets

Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management

Chapter 6: Leveraging Information Technologies

Part Four — Designing and Developing the Sales Force

Chapter 7: Designing and Organizing the Sales Force

Chapter 8: Recruiting and Selecting the Right Salespeople

Chapter 9: Training and Developing the Sales Force

Part Five — Process Management

Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams

Chapter 11: Setting Goals and Managing the Sales Force’s Performance

Chapter 12: Motivating and Rewarding Salespeople

Part Six — Measurement, Analysis, and Knowledge Management

Chapter 13: Turning Customer Information into Knowledge

Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It

Chapter 15: Internal and External Cultural Forces That Affect a Firm’s Sales Performance

Part Seven – Cases—there are 12 cases total. The exact order of cases and exact titles is still being determined—sample title:

Case 1 Wellco Distributors: Considering a Diversity Program