Introduction to Sales Management in the Twenty-First Century -- Formulation of a Sales Program -- Linking Strategies and the Sales Role in the Era of CRM and Data Analytics -- Organizing the Sales Effort -- The Strategic Role of Information in Sales Management -- Salesperson Performance : Behavior, Role Perceptions, and Satisfaction -- Salesperson Performance : Motivating the Sales Force -- Personal Characteristics and Sales Aptitude : Criteria for Selecting Salespeople -- Sales Force Recruitment and Selection -- Sales Training : Objectives, Techniques, and Evaluation -- Salesperson Compensation and Incentives -- Cost Analysis -- Evaluating Salesperson Performance.
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