Table of Contents Sales Management Overview
An Overview of Sales Management
Is Sales Management like other management?
What makes it different from any other kind of management?
The External Environment faced by the Sales Manager
Legal restrictions
Technology
Social issues
Selling and Greatest good?
Ethical issues
Company Internal Environment
Mission/ Goals/ Objectives
People in the company
Financial resources
Production capability and technology
Research and Development Capability
Where does sales management fit into corporate strategy?
Strategic issues in Sales management: Sales force organization
Sales Planning -- Demand forecasting
Sales Planning -- Budgets and Quotas
Tactical issues in Sales management
Motivating the sales force The Real Job of the Manager
Evaluating a sales person's performace
Outcome of the Sales Management Process
Control of the Personal Selling System
Summary of Sales Management