Management of a Sales Force

The eleventh edition has been substantially revised to reflect the changing social and technological changes that will impact sales force managers during the 2000s. Of the many new features in this edition, probably the most noticeable is the emphasis placed on how the Internet is impacting personal selling and sales management practices. Many of the chapters have a highlighted box or a specific section which discusses how the Internet has changed the way managerial activities are performed. Some of the specific topics include: (i) Customer relationship management (ii) Sales force automation (iii) virtual office (iv) based recruiting (v) Web-based training (vi) Global positioning systems Key Features: Chapter on personal selling has expanded discussions of relationship selling, team selling, and consultative selling. Out of 49 cases, the 11th edition contains 12 new cases. The new focus compares and contrasts management with leadership and emphasizes transformational leadership-a style that inspires sales organizations to perform above and beyond expectations. About the Author: Rosann Spiro Professor of Marketing at the Kelley School of Business, Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, Business-to-Business Marketing, International Marketing, and Managerial Research in Marketing. After receiving her undergraduate degree in Economics and an M.B.A. in Marketing from Indiana, she joined the Shell Oil Company as a Senior Analyst/Statistician in the Economics and Planning Department. She then moved on to the more exciting area of sales: as the first woman to become a Shell Oil sales representative, she sold a wide variety of products to major industrial accounts. William