Sales Force Management

Gregory A. Rich (Ph.D. from Indiana University, 1995) is a Professor of Marketing whose research has focused primarily on how leadership theory impacts the management of salespeople. Greg has published 15 articles in a variety of marketing and organizational behavior journals, including Journal of the Academy of Marketing Science, Personnel Psychology, Journal of Personal Selling and Sales Management, and Journal of Business Research. He is the author of a sales management textbook, co-author of a professional selling textbook, and co-developer of the management simulation game Cantopia. He is on the editorial review board of the Journal of Professional Selling and Sales Management. For over 20 years, Greg has served as a sales coach of students competing at the National Collegiate Sales Competition and other similar events. In 2020, he was named Sales Educator of the Year by the American Marketing Association Selling and Sales Management SIG. Rhett T. Epler (Ph.D. from the University of Wyoming) is an Assistant Professor of Marketing at Old Dominion University. Rhetts research focuses on how salespeople manage challenges and how sales managers can best help salespeople to achieve their highest potential. Rhett also has also published research on how AI is impacting salespeople and sales managers. Rhett has published research in the Journal of Personal Selling and Sales Management, Industrial Marketing Management and several others. Rhett is on the editorial review board for the Journal of Personal Selling and Sales Management and is excited to publish impactful research. Rhett is also involved with his colleges PSE chapter and enjoys helping students to prepare for the professional world.

Chapter 1 Introduction to Sales Force Management Chapter 2 Strategy Chapter 3 The Personal Selling Process Chapter 4 Sales Force Organization Chapter 5 Recruiting and Hiring Salespeople Chapter 6 Sales Training Chapter 7 Motivating A Sales Force Chapter 8 Sales Force Compensation Chapter 9 Sales Force Quotas and Expenses Chapter 10 Leadership of A Sales Force Chapter 11 Forecasting and Budgets Chapter 12 Sales Territories Chapter 13 Sales Volume Analysis Chapter 14 Cost and Profitability Analysis Chapter 15 Evaluating A Salespersons Performance Chapter 16 Ethics and Laws Company Index Subject Index Glossary