TY  - BOOK
AU  - Johnston,Mark W.
AU  - Churchill,Gilbert A.
AU  - Ford,Neil M.
AU  - Walker,Orville C.
AU  - Marshall,Greg W.
TI  - Churchill/Ford/Walker's sales force management
SN  - 9780071220910
AV  - HF5438.4 .C48 2011
U1  - 658.8 JOH 22
PY  - 2011///
CY  - New York, NY
PB  - McGraw-Hill Companies
KW  - Sales management
KW  - Management
N1  - 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
ER  -