Sales Force Management 2nd edition by Rich

Sales Force Management, 2nd edition by Rich, published by Sage, examines the strategies and decisions involved in leading an effective sales organization. The text covers the role of the sales manager in recruiting, training, motivating, compensating, coaching, and evaluating salespeople. It also addresses territory design, performance metrics, customer relationship management, leadership, and the ethical issues that arise in professional selling. Designed for sales management and marketing courses, this book connects managerial concepts with practical sales force challenges, helping students understand how sales teams are organized and guided to meet organizational goals.