Includes index.

Part One: Functions and organization of the sales force -- Roles and functions in the sales force -- Sales structures and organization -- Part Two: Developing a motivating sales environment -- Motivational management in the sales force -- Sales management by objectives -- Motivating through rewards and incentives -- Providing appraisals and feedback for motivation, training and discipline -- Communication in the sales force -- Sales meetings and conferences -- Part Three: Sales recruitment and training -- Recruitment and selection in the sales force -- Basic sales training -- Field sales training -- Part Four: Planning, forecasting and performance monitoring -- The planning process -- Sales forecasting -- Performance monitoring -- Part Five: Management and control of the sales force -- Territory management -- Sales force administration -- Sales management control -- Part Six: Developing the business -- Trade development -- Sales promotion -- Merchandising at the point of sale -- Key account management -- Alternative sales or distribution operations -- Developing international markets.