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Management of a Sales Force by Spiro, Rosann pdf
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"Management of a Sales Force" by Spiro and Rosann is a comprehensive guide that provides a detailed overview of the principles and practices involved in managing a sales force effectively. The book covers a wide range of topics including recruitment, training, motivation, compensation, and performance evaluation of sales personnel. It also delves into the strategic aspects of sales management such as setting sales objectives, territory management, and sales forecasting. The authors emphasize the importance of aligning the sales force with the overall business objectives of the organization and provide practical tips and strategies for achieving this alignment. Additionally, the book discusses the latest trends and technologies in sales management, such as the use of CRM systems and social media in sales. Overall, "Management of a Sales Force" is a valuable resource for sales managers looking to enhance the performance and productivity of their sales teams.
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