ChurchHill/Ford/Walker's Sales Force Management
Mark W. Johnston
ChurchHill/Ford/Walker's Sales Force Management Mark W. Johnston, Greg W. Marshall - 10th ed - Boston McGrawHill 2011 - xvii, 491 pages : illustrations ; 27 cm. - McGraw-Hill/Irwin series in marketing. .
Includes index
Introduction to sales management in the 21st century 1
The process of selling and buying 30
Linking strategies and the sales role in the era of customer relationship management 64
Organizing the sales effort 97
The strategic role of information in sales management 126
Sales person performance: Behavior, role perceptions, and satisfaction 184
Salesperson performance: motivating the sales force 214
Personal characteristics and sales aptitude: Criteria for selecting sales people 244
Sales force recruitment and selection 268
Sales Training: Objectives, techniques, and evaluation 297
Sales person compensation and incentives 327
9780073404851
0073404853
Sales Management
HF5438.4 / .J61
ChurchHill/Ford/Walker's Sales Force Management Mark W. Johnston, Greg W. Marshall - 10th ed - Boston McGrawHill 2011 - xvii, 491 pages : illustrations ; 27 cm. - McGraw-Hill/Irwin series in marketing. .
Includes index
Introduction to sales management in the 21st century 1
The process of selling and buying 30
Linking strategies and the sales role in the era of customer relationship management 64
Organizing the sales effort 97
The strategic role of information in sales management 126
Sales person performance: Behavior, role perceptions, and satisfaction 184
Salesperson performance: motivating the sales force 214
Personal characteristics and sales aptitude: Criteria for selecting sales people 244
Sales force recruitment and selection 268
Sales Training: Objectives, techniques, and evaluation 297
Sales person compensation and incentives 327
9780073404851
0073404853
Sales Management
HF5438.4 / .J61