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Solution Manual (Complete Download) for Sales Management, 1st Edition, Jeff Tanner, Robert C. Erffmeyer, ISBN-10: 0132324121, ISBN-13: 9780132324120, Instantly Downloadable Solution Manual

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Solution Manual for Sales Management, 1st Edition, Jeff Tanner, Robert C. Erffmeyer, ISBN-10: 0132324121, ISBN-13: 9780132324120

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Solution Manual for Sales Management, 1st Edition, Jeff Tanner, Robert C. Erffmeyer, ISBN-10: 0132324121, ISBN-13: 9780132324120

This is not an original TEXT BOOK (or Test Bank or original eBook). You are buying Solution Manual. A Solution Manual is step by step solutions of end of chapter questions in the text book. Solution manual offers the complete detailed answers to every question in textbook at the end of chapter. Please download sample for your confidential. All orders are safe, secure and confidential.

Table of Contents

Part One — Strategic Planning

Chapter 1: Introduction to Sales Management

Chapter 2: The Sales Function and Multi-Sales Channels

Part Two — Sales Leadership

Chapter 3: Leadership and the Sales Executive

Chapter 4: Ethics, the Law, and Sales Leadership

Part Three —Analyzing Customers and Markets

Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management

Chapter 6: Leveraging Information Technologies

Part Four — Designing and Developing the Sales Force

Chapter 7: Designing and Organizing the Sales Force

Chapter 8: Recruiting and Selecting the Right Salespeople

Chapter 9: Training and Developing the Sales Force

Part Five — Process Management

Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams

Chapter 11: Setting Goals and Managing the Sales Force’s Performance

Chapter 12: Motivating and Rewarding Salespeople

Part Six — Measurement, Analysis, and Knowledge Management

Chapter 13: Turning Customer Information into Knowledge

Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It

Chapter 15: Internal and External Cultural Forces That Affect a Firm’s Sales Performance

Part Seven – Cases—there are 12 cases total. The exact order of cases and exact titles is still being determined—sample title:

Case 1 Wellco Distributors: Considering a Diversity Program