Title Details

William L. Cron is Professor of Marketing in the M.J.NeeleySchool of Business at TexasChristianUniversity. He received his MBA and DBA from IndianaUniversity and his BSBA from XavierUniversity in Cincinnati, Ohio. Professor Cron has also taught at Southern Methodist University, the University of Wuhun, Universitat Bern Switzerland, and the University of DijonFrance. Thomas E. DeCarlo is Associate Professor of Marketing and the ISU Business Analysis Lab Faculty Scholar in the BusinessSchool at IowaStateUniversity. He received his Ph.D. from the University of Georgia and his BA from North CarolinaStateUniversity.

1. Introduction to Selling and Sales Management. 2. Strategy and Sales Program Planning. Sales Management Resource: Estimating Potentials and Forecasting Sales. Sales Management Resource: Sales Force Investment and Budgeting. 3. Sales Opportunity Management. 4. Account Relationship Management. 5. Customer Interaction Management. 6. Sales Force Organization. Management Resource: Territory Design. 7. Recruiting and Selecting Personnel. 8. Sales Training. 9. Leadership. 10. Ethical Leadership. 11.Motivating Salespeople. 12 Compensating Salespeople. 13 Evaluating Performance. References. Case Analysis. Credits. Key Term and Subject Index. Author Index. Company Index. Case Index.