Sales management: analysis and decision making
Gespeichert in:
| Format: | Buch |
|---|---|
| Sprache: | English |
| Veröffentlicht: |
Mason, Ohio
Thomson/South-Western
2004
|
| Ausgabe: | 5. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Includes bibliographical references (p. 391-408) and index |
| Beschreibung: | XXI, 420 S. Ill. : 28 cm |
| ISBN: | 0324191081 |
Internformat
MARC
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| 245 | 1 | 0 | |a Sales management |b analysis and decision making |c Thomas N. Ingram ... [et al.] |
| 250 | |a 5. ed. | ||
| 264 | 1 | |a Mason, Ohio |b Thomson/South-Western |c 2004 | |
| 300 | |a XXI, 420 S. |b Ill. : 28 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references (p. 391-408) and index | ||
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Datensatz im Suchindex
| _version_ | 1804130078801526784 |
|---|---|
| adam_text | Module 1 Changing World of Sales Management 1
Sales Management Process 2
Describing the Personal Selling Function 2
. Defining the Strategic Role of the Sales Function 2
Developing the Salesforce 4
Directing the Salesforce 4
Determining Salesforce Effectiveness and Performance 4
Sales Management Trends 5
From Transactions to Relationships 6
From Individuals to Teams 7
From Sales Volume to Sales Productivity 8
From Management to Leadership 9
From Local to Global 10
Effective Sales Managers II
A Strategic Perspective Focused on Customers 11
Attract, Keep, and Develop Sales Talent 11
Leverage Technology 11
Module Format 1.2
Concluding Statement 12
Sales Executive Panel 13
Part 1 Describing the Personal Selling Function 15
Module 2 Overview of Personal Selling 17
American Express Customizes Its Sales Messages
Evolution of Persona! Selling
Origins of Personal Selling 18
Industrial Revolution Era 18
Post Industrial Revolution Era 19
War and Depression Era 19
Professionalism: The Modern Era 20
Contributions of Personal Selling 2ft
Salespeople and Society 20
Salespeople and the Employing Firm 21
Salespeople and the Customer 22
Classification of Personal Selling Approaches 22
Stimulus Response Selling 23
Mental States Selling 25
Need Satisfaction Selling 25
Problem Solving Selling 26
Consultative Selling 27
Sales Process 28
Summary 30
Making Sales Management Decisions 33
Case 2.1: Biomod, Inc. 33
Case 2.2: Plastico, Inc. 34
Appendix 2 Sales Careers 36
Characteristics of Sales Careers 36
Job Security 36
Advancement Opportunities 36
Immediate Feedback 37
Prestige 37
Job Variety 37
Independence 38
Compensation 38
Classification, of Persona! Selling Jobs 38
Sales Support 38
New Business 39
Existing Business 39
Inside Sales 40
Direct to Consumer Sales 40
Combination Sales Jobs 40
» ¦ . , m r kil * Ff quired
Empathy 41
Ego Drive 41
Ego Strength 42
Interpersonal Communication Skills 42
Enthusiasm 42
Comments on Qualifications and Skills 42
Part 2 Defining the Strategic Role of the Sales Function 45
Module 3 Organizational Strategies and the Sales Function 47
! ..r,, 47
i .s , *, M v »** ¦ ii 48
* o*p u ,«. St! i«» in 1 tii. tS Function. 48
Corporate Mission 49
Definition of Strategic Business Units 49
Objectives for Strategic Business Units 49
Corporate Strategy Summary 50
Business Strategy and the Sales Function 50
Business Strategy Types 51
Business Strategy Summary 52
Marketing Strategy and the Sales Function. 52
Advantages and Disadvantages of Personal Selling 52
Target Market Situations and Personal Selling 54
Marketing Mix Elements and Personal Selling 54
Integrated Marketing Communications 56
Marketing Strategy Summary 56
Saks Strategy Framework 56
Organizational Buyer Behavior 57
Buying Situation 57
Buying Center 59
Buying Process 59
Buying Needs 60
Sales Strategy 60
Account Targeting Strategy 60
Relationship Strategy 61
Selling Strategy 62
Sales Channel Strategy 63
Summary 69
Making Sales Management Decisions 72
Case 3.1: Pronto Retail Centers 72
Case 3.2: National Communications Manufacturing 73
Module 4 Sales Organization Structure and Salesforce Deployment 75
Merging Two Salesforces: AstraZeneca 75
Sales Organization Concepts 76
Specialization 76
Centralization 77
Span of Control versus Management Levels 78
Line versus Staff Positions 78
Selling Situation Contingencies 78
Sales Organization Structures 8 1
Geographic Sales Organization 81
Product Sales Organization 82
Market Sales Organization 83
Functional Sales Organization 83
Major Account Organization 84
Comparing Sales Organization Structure J
Salesforce Deployment 87
Allocation of Selling Effort 89
Salesforce Size 91
Designing Territories 96
People Considerations 102
Summary 103
Making Sales Management Decisions 106
Case 4.1: Protek Packaging, Inc. 106
Case 4.2: Opti Tax Consulting 107
Appendix 4 Developing Forecasts 109
Forecasting by Sales Managers 109
Types of Forecasts 109
Uses of Forecasts 111
Top Down and Bottom Up Forecasting Approaches 111
Using Different Forecasting
Approaches and Methods 117
Part 3 Developing the Salesforce 121
Module 5 Staffing the Salesforce: Recruitment and Selection 123
Going Online to Increase Recruiting Efficiency
and Effectiveness at Berendsen Fluid Power 123
Importance of Recruitment and Selection. 124
Introduction to Salesforce Socialization 124
Recruitment an.d Selection Process 125
Planning for Recruitment and Selection 126
Recruitment: Locating Prospective Candidates 131
Selection: Evaluation and Hiring 135
Legal and Ethical Considerations in
Recruitment n.d Selection 142
Key Legislation 142
Guidelines for Sales Managers 143
Ethical Issues 144
Summary 145
Making Sales Management Decisions 149
Case 5.1: Sweet Treats, Inc. 149
Case 5.2: Titan Industries 150
Module 6 Continual Development of the
Salesforce: Sales Training 153
Sales Training at Whirlpool:
Welcome to The Real World 153
Role of Sales Training in Salesforce Socialization 154
Sales Training as a Crucial Investment 155
Managing the Sales Training Process 156
Assess Training Needs 156
Set Training Objectives 163
Evaluate Training Alternatives 164
Design the Sales Training Program 169
Perform Sales Training 169
Conduct Follow Up and Evaluation 170
Ethical and Legal Issues 1.71.
Summary 173
Making Sales Management Decisions 176
Case 6.1: Solutions Software, Inc. 176
Case 6.2: Compusystems, Inc. 176
Part 4 Directing the Salesforce 179
Module 7 Sales Management Leadership and Supervision 181
Salesforce Socialization Revisited 182
Contemporary Views of Saks Leadership 183
A Leadership Model for Sales Management 184
Power and Leadership 184
Situational Factors 186
Needs and Wants of Salespeople 187
Goals and Objectives 187
Leadership Skills 187
Selected Leadership Functions j 9 [
Coaching 191
Planning and Conducting Integrative Sales Meetings 194
Meeting Ethical and Moral Responsibilities 195
Problems in Leadership 199
Conflicts of Interest 199
Chemical Abuse and Dependency 199
Problem Salespeople: A Disruptive Influence 200
Termination of Employment 201
Sexual Harassment 202
Summary 203
Making Sales Management Decisions 206
Case 7.1: Tasti Fresh Bakery Products 206
Case 7.2: Global Enterprise 206
Module 8 Motivation and Reward System Management 209
Motivating and Rewarding;
Big Bucks and a Porsche 911 209
Motivation and Reward Systems 210
Optimal Salesforce Reward System 21.!
Types of Salesforce Rewards 212
Financial Compensation 21 2
Straight Salary 213
Straight Commission 214
Performance Bonuses 216
Combination Plans (Salary plus Incentive) 216
Nonfinancial Compensation 2 1
Opportunity for Promotion 218
Sense of Accomplishment 218
Opportunity for Personal Growth 218
Recognition 218
Job Security 220
Sales Expenses 220
Additional Issues in Managing
Salesforce Reward Systems 222
i
Sales Contests 222
Equal Pay 223
Team Compensation 223
Global Considerations 225
Changing the Reward System 225
Guidelines for Motivating
and Rewarding Salespeople 226
Recruitment and Selection 227
Incorporation of Individual Needs 227
Information and Skills 227
Job Design 227
Building Self Esteem 228
Proactive Approach 228
Summary 228
Making Sales Management Decisions 232
Case 8.1: Stalwart Industrial Products 232
Case 8.2: Floor Shine Cleaning Products 232
Part 5 Determining Saiesforce Effectiveness and Performance 235
Module 9 Evaluating the Effectiveness of the Organization 237
Evaluating Effectiveness at Sovereign Bank 237
Sales Organization Audit 239
Benchmarking 240
¦Sales Organization Effectiveness Evaluations 242
Sales Analysis 244
Cost Analysis 248
Profitability Analysis 250
Productivity Analysis 254
Ethical Issues 255
Concluding Comments 256
Summary 256
Making Sales Management Decisions 260
Case 9.1: Beauty Glow Cosmetics Company 260
Case 9.2: Induplicate Copiers, Inc. 261
Module 10 Evaluating the Performance of Salespeople 263
Purposes of Salesperson Peribrnian.ee Evaluations 264
Salesperson Performance Evaluation Approaches 264
Key Issues in Evaluating and
Controlling Salesperson. Performance 26/
Criteria for Performance Evaluation 269
Performance Evaluation Methods 278
Performance Evaluation Bias 283
Evaluating Team Performance 285
Using Performance Information 287
Salesperson Job Satisfaction 289
Measuring Salesperson Job Satisfaction 289
Using Job Satisfaction Information 290
Summary 291
Making Sales Management Decisions 294
Case 10:1: Labels Express 294
Case 10.2: Oakmaster Furniture Inc. 294
Cases 297
Smith Nephew—Tnnovex 299
Dairyland Seed Company 317
Businessland Computers, Inc. 328
Royal Corporation 330
Morgan town Inc. 342
Hospital Supply International 343
Adams Brands 349
Romano Pitesti 354
Modern Plastics 357
Denman Industrial Products (A) 363
Penman Industrial Products (B) 367
Dura plast Inc. (A) 369
Dura plast Inc. (B) 379
Glossary 381
Notes 391
Index 409
|
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| callnumber-subject | HF - Commerce |
| classification_rvk | QP 600 QP 620 |
| ctrlnum | (OCoLC)52307011 (DE-599)BVBBV017231723 |
| dewey-full | 658.81 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.81 |
| dewey-search | 658.81 |
| dewey-sort | 3658.81 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 5. ed. |
| format | Book |
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| isbn | 0324191081 |
| language | English |
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| spelling | Sales management analysis and decision making Thomas N. Ingram ... [et al.] 5. ed. Mason, Ohio Thomson/South-Western 2004 XXI, 420 S. Ill. : 28 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (p. 391-408) and index Sales management Vertriebsorganisation (DE-588)4078869-6 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Verkauf (DE-588)4117346-6 s Management (DE-588)4037278-9 s DE-604 Vertriebsorganisation (DE-588)4078869-6 s 1\p DE-604 Ingram, Thomas N. Sonstige oth HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=010384094&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
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| title | Sales management analysis and decision making |
| title_auth | Sales management analysis and decision making |
| title_exact_search | Sales management analysis and decision making |
| title_full | Sales management analysis and decision making Thomas N. Ingram ... [et al.] |
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| title_short | Sales management |
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| title_sub | analysis and decision making |
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