Developing and Leading the Sales Organization, by Thad B. Green. Quorum Books.
How to motivate prospects to buy, how to motivate salespeople to sell, and how to prepare and motivate the organization itself. More information.

Management of a Sales Force, by Rosann Spiro, William J Stanton, Greg A. Ri. McGraw-Hill/Irwin; 11 edition.
This book covers the concepts and applies the theories associated with managing a sales force. This text is praised for its practical, applied, student friendly approach. More information.

Managing Channels of Distribution, by Kenneth Rolnicki. American Management Association. More information.

Managing Salespeople: A Relationship Management Approach, by Robert Hite, Wesley J. Johns. South-Western College Pub; 1st edition.
A relationship management theme throughout the text teaches managers to guide salespeople in establishing and maintaining relationships with their customers. More information.

Sales Management : Concepts and Cases, by Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo. Wiley; 7 edition.
Special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues. More information.

Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager, by Terry R. Bacon, Terry Bacon, Terry R., Ph.D. Bacon. AMACOM; 1 edition.
Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience. More information.

Seven Secrets to Successful Sales Management: The Sales Manager's Manual, by Jack D. Wilner. Saint Lucie Press.
Presents an integrated approach to sales management and combines result-oriented strategies for motivating you sales force with the author's years of management experience. More information.

The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force, by Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners. AMACOM; 1st edition.
The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. More information.

The Sales Compensation Handbook, by Stockton B. Colt. American Management Association; 2nd edition.
The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs. More information.