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KnowThis.com Selling and Sales Management

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Sales Management

Prof. Charles Futrell has been writing sales textbooks for many years and now his textbook on sales management is freely available in PDF format. The book has 16 chapters and covers all the major issues in managing a sales force.

Our Site

Includes all the following downloadable resources

• Full 16 Chapters PDF files.
• Full 16 Chapters Power Points.
• All Exercises for the book.

Download Chapters

Chapter Outlines

PowerPoint Slides

Example Test Questions

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Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets, Seventh Edition

Churchill, Ford, and Walker’s Sales Force Management, 7/e, now authored by Johnston and Marshall, is a research/ theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications.

The seventh edition continues to use this time- tested structure.

1. The formulation of the sales program. This involves organizing and planning the company's overall personal selling efforts and integrating these efforts with the other elements of the firm's marketing strategy.
2. The implementation of the sales program. This includes selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts toward the desired objectives.
3. The evaluation and control of the sales program.This involves developing procedures for monitoring and evaluating sales force performance so adjustments can be made to either the sales program or its implementation when performance is unsatisfactory.

The Student Center content with testbank is available for WebCT, Blackboard, and McGraw-Hill's PageOut course management systems. For more information, instructors should visit McGraw-Hill Digital Solutions.

Book Site 

Book Site Contents: Feature Summary Supplements About the Authors Table of Contents What's New Sample Chapter Book Preface

Contents: Self-Diagnostic Questions

Sample Chapters

Sample Chapter 1 (605.0K)
Sample Chapter 2 (603.0K)
Sample Chapter 3 (644.0K)

Our Server Chapter 1 (605.0K)     Chapter 1 Overview of Sales Management and the Selling Environment

Our Server Chapter 2 (603.0K)   Chapter 2 The Process of Buying and Selling

Our Server Chapter 3 (644.0K)    Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management

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Management of a Sales Force, Eleventh Edition

Rosann Spiro, Indiana University--Bloomington
William J. Stanton, University of Colorado--Boulder
Greg A. Rich, Bowling Green State University--Bowling Green
 

Management of a Sales Force is the #1 selling text in this market. This book covers the concepts and applies the theories associated with managing a sales force. This text is praised for its practical, applied, student friendly approach.

Sample Chapter

Sample Chapter (198.0K)  The Field of Sales Force Management   Our Server Chapter (198.0K)

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Sales Management, Seventh Edition
Douglas J. Dalrymple, Indiana University
William L. Cron , Southern Methodist University
Thomas DeCarlo, Iowa State University
ISBN: 0-471-38880-7
©2001
 

Dalrymple is a hands-on, comprehensive, up-to-date, and practical text. It is student friendly with many real-world examples presented in an easy to read style. The text contains stories that highlight recent developments, topical issues, and unique sales strategies. This text is truly a manual for how to get out there and manage a sales force and help them sell. Dalrymple places special emphasis on managing strategic account relationships, team development, diversity in the work force, sales force automation, problem solving skills, and financial issues. After students read about the issues they then apply what they have learned by resolving realistic business dilemmas in the end of chapter detailed cases. Also, the six key competencies have been integrated into each chapter. The revision fosters an even greater opportunity for conducting highly interactive class sessions with the development of 21 new In-Class Exercises, 78 new Building Your Competencies exercises, and 18 new Excel based problems.

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Also see

Chapter 21: Managing the sales force

From  Philip Kotler book; Marketing Management

Sales Associations and Publications

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