Description: 1: Overview of Sales Management and the Selling Environment Part One: Formulation of a Sales Program 2: The Process of Buying and Selling 3: Linking Strategies and the Sales Role in the Era of Customer Relationship Management 4: Organizing the Sales Effort 5: The Strategic Role of Information in Sales Management Part Two: Implementation of the Sales Program 6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 7: Salesperson Performance: Motivating the Sales Force 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 9: Sales Force Recruitment and Selection 10: Sales Training: Objectives, Techniques, and Evaluation 11: Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program 12: Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands 13: Behavior and Other Performance Analyses

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