Churchill/Ford/Walker's sales force management / Mark W. Johnston, Greg W. Marshall.
Material type: TextPublication details: New York, NY : McGraw-Hill Companies, c2011Edition: 10th ed. International editionDescription: xvi, 480 p. : ill. ; 27 cmISBN: 9780071220910; 0071220917Subject(s): Sales management | ManagementDDC classification: 658.8 JOH LOC classification: HF5438.4 | .C48 2011Item type | Current library | Collection | Call number | Status | Date due | Barcode |
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Reserved Books |
Main Library
Main Library |
NFIC | 658.8 JOH (Browse shelf (Opens below)) | Not for loan | 22944 |
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.
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