Churchill/Ford/Walker's Sales Force Management /
Johnston, Mark W.
Churchill/Ford/Walker's Sales Force Management / Mark W. Johnston, Greg W. Marshall. - 9th ed. - New York, NY : McGraw-Hill Companies, 2009 2009 - 524p.: ill.; 25 cm. - McGraw-Hill/Irwin Series in Marketing .
Includes bibliographical references and indexes.
Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance.
9780071288057 0071288058
2009052725
Sales management.
HF5438.4 / .C48 2011
658.81 / JOH
Churchill/Ford/Walker's Sales Force Management / Mark W. Johnston, Greg W. Marshall. - 9th ed. - New York, NY : McGraw-Hill Companies, 2009 2009 - 524p.: ill.; 25 cm. - McGraw-Hill/Irwin Series in Marketing .
Includes bibliographical references and indexes.
Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance.
9780071288057 0071288058
2009052725
Sales management.
HF5438.4 / .C48 2011
658.81 / JOH