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

$100.00 $50.00

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

Download Sample



What is a Test Bank?

You are buying Test Bank. Test Bank is not original text book or solution manual or eBook. A Test Bank is collection of test questions tailored to the contents of an individual text book. Test bank may contain the types of questions: multiple choice, true/false, fill in the blank, matching, essay/short answer, and free-response questions. Please download sample for your confidential.

Is my purchase anonymous?

Yes, all purchases are confidential. Nobody in the world knows about this. We do not save or share any of our customer’s information with anyone. There is no way your instructor or professor knows about this purchase at all.

 Can I download instantly?

Yes, you will see the download link in your email immediately after you complete payment. Please never forget to check spam or junk emails. If you delete junk emails and did not receive your order, please contact with us and we will send your order as soon as possible (most of the time immediately).


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