Futrell, Charles. <br/><br/>
Sales management :  teamwork, leadership and technology / 
Charles M. Futrell. 
 - 5th edition. 
 - Forth Worth,TX :  Dryden Press,  1998. 
 - xxiv, 680 p. :  ill. ;  24 cm.  
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>003010629X 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>Dewey Class. No.: </label>658.81