Title: Sales Force Management, 1st Edition
Author: Gregory A. Rich
Publisher: SAGE Publications, Inc
Description:
“Sales Force Management” authored by Gregory A. Rich offers a comprehensive examination of managing sales teams in the contemporary business landscape. In this 1st edition textbook, Rich delves into essential topics such as sales force organization, recruitment, training, motivation, performance assessment, and compensation. Through a blend of theoretical frameworks and practical insights, the book provides sales managers with the necessary tools and strategies to effectively lead and optimize the performance of their sales force. Rich incorporates real-world case studies and examples to illustrate key concepts, offering readers actionable approaches to address common challenges in sales management. Whether utilized in academic settings or as a resource for sales professionals, “Sales Force Management” serves as a valuable guide for navigating the complexities of sales team leadership and achieving success in sales management roles.