Churchill/Ford/Walker's sales force management /
Johnston, Mark W.
Churchill/Ford/Walker's sales force management / Mark W. Johnston, Greg W. Marshall. - 10th ed. International edition. - New York, NY : McGraw-Hill Companies, c2011. - xvi, 480 p. : ill. ; 27 cm.
Includes bibliographical references (p. 449-465) 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.
9780071220910 0071220917
2009052725
Sales management.
Management.
HF5438.4 / .C48 2011
658.8 JOH
Churchill/Ford/Walker's sales force management / Mark W. Johnston, Greg W. Marshall. - 10th ed. International edition. - New York, NY : McGraw-Hill Companies, c2011. - xvi, 480 p. : ill. ; 27 cm.
Includes bibliographical references (p. 449-465) 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.
9780071220910 0071220917
2009052725
Sales management.
Management.
HF5438.4 / .C48 2011
658.8 JOH