Includes bibliographical references and index.

Part I: Introduction to sales management -- Sales management: Its nature, rewards and responsibilities -- Social, ethical and legal responsibilities of sales personnel -- Part II: Planning the sales team's efforts -- Building relationships through strategic planning -- The market-driven sales organization -- Forecasting market demand and sales budgets -- Design and size of sales territories -- Sales objectives and quotas -- Part III: Staffing the sales team -- Planning for staffing successful salespeople -- Recruiting successful salespeople -- Selection, placement, and socialization of successful salespeople -- Part IV: Training the sales team -- The management of sales training and development -- Contents of the sales training program: Sales knowledge and the selling process -- Part V: Directing the sales team -- Motivating salespeople toward high performance -- Compensation for high performance -- Leading the sales team -- Part VI: Controlling the sales team -- Analysis of sales and marketing costs -- Evaluation of salespeople's performance.