Lesson #2 - Process of Selling and Buying
Lesson #3 - Linking Strategies and the Sales Role
Lesson #4 - Organizing Sales Efforts
Lesson #5 - The Strategic Role of Information
Lesson #6 - Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
Lesson #7 - Salesperson Perfomance: Motivating the Sales Force
Lesson #8 - Criteria for Selecting Salespeople
Lesson #9 - Sales Force Recruitment and Selection
Lesson #11 - Salesperson Compensation and Incentives
Lesson #13 - Evaluating Salesperson Performance
Minicases
Minicase #2 - Rising Action Bakery and Power Flour, LLC
Minicase #4 - Fondren Publishing, Inc.
Minicase #5 - Lasting Impressions
Minicase #6 - Vaughn Manufacturing Company
Minicase #7 - Land Escape Vacation Club
Minicase #8 - J.P. Reynolds Investments
Minicase #9 - Digital Age Games
Minicase #10 - Fletcher Ball Bearings
Minicase #11 - Forrest's Bike World