TY  - BOOK
AU  - Anderson, Rolph E. 
AU  - Bush, Alan J.
AU  - Hair,  Joseph F.
TI  - Professional Sales Management
T2  - McGraw-Hill series in marketing
SN  - 9780071125253 
U1  - 658.81 
PY  - 1992///
CY  - New York
PB  -  McGraw-Hill, 
KW  - Sales management
N1  - Includes index; 	1. Professional Sales Management --
2. Personal Selling --
Integrated Case: Overview of Personal Selling and Sales Management at CHEMCO --
3. Sales Planning and Budgeting --
4. Estimating Market Potential and Forecasting Sales --
5. Organizing the Sales Force --
Integrated Case: Planning and Organizing the CHEMCO Sales Force --
6. Recruiting the Sales Force --
7. Selecting the Sales Force --
8. Training the Sales Force --
Integrated Case: Developing the Sales Force at CHEMCO --
9. Sales Force Performance: An Overview --
10. Time and Territory Management --
11. Sales Quotas --
12. Compensation --
13. Motivating the Sales Force --
14. Leading the Sales Force --
Integrated Case: Directing the Sales Force at CHEMCO: A Turnover Problem --
15. Analysis of Sales, Costs, and Profitability --
16. Measuring and Evaluating Sales Force Performance --
Integrated Case: Controlling and Evaluating the Sales Force at CHEMCO --
17. Ethics, Social Responsibility, and the Legal Environment --
Appendix A. The Personal Selling Process --
Appendix B. Starting Your Career in Sales
ER  -