000			01916cam a22003498a 4500
001			16033426
005			20091223124337.0
008			091223s2009 nyu |r 001 0 eng
010			_a 2009052725
020			_a9780071288057
020			_a0071288058
040			_aDLC _cDLC
050	0	0	_aHF5438.4 _b.C48 2011
082	0	0	_a658.81 _222 _bJOH
100	1		_aJohnston, Mark W. _911702
245	1	0	_aChurchill/Ford/Walker's Sales Force Management / _cMark W. Johnston, Greg W. Marshall.
250			_a9th ed.
260			_aNew York, NY : _bMcGraw-Hill Companies, 2009 _c2009
263			_a1002
300			_a524p.: _bill.; _c25 cm.
490			_aMcGraw-Hill/Irwin Series in Marketing
504			_aIncludes bibliographical references and indexes.
505	0		_aIntroduction 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.
650		0	_aSales management. _911703
700	1		_aChurchill, Gilbert A. _911704
700	1		_aFord, Neil M. _911705
700	1		_aWalker, Orville C. _911706
700	1		_aMarshall, Greg W. _911707
942			_2ddc _cBB
999			_c13467 _d13467