Churchill, Ford, and Walker's sales force management /
Johnston, Mark W.
Churchill, Ford, and Walker's sales force management / Mark W. Johnston and Greg W. Marshall. - 8th ed. - Maidenhead : McGraw-Hill Education, 2006. - xvii, 491 p. ; 26 cm. - McGraw-Hill/Irwin series in marketing. .
Includes index
Chapter 1 Overview of Sales Management and the Selling Environment Part One: Formulation of the Sales Program Chapter 2 The Process of Buying and Selling Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management Chapter 4 Organizing the Sales Effort Chapter 5 The Strategic Role of Information in Sales Management Part Two: Implementation of the Sales Program Chapter 6 Salesperson Performance: Behavior, Role Perceptions and Satisfaction Chapter 7 Salesperson Performance: Motivating the Sales Force Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Chapter 9 Sales Force Recruitment and Selection Chapter 10 Sales Training: Objectives, Techniques and Evaluation Chapter 11 Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands Chapter 13 Behavior and Other Performance Analyses
0071116052 (pbk.)
0071116052
Sales management.
Sales personnel--Management.
HF5438.4 / .C48
Churchill, Ford, and Walker's sales force management / Mark W. Johnston and Greg W. Marshall. - 8th ed. - Maidenhead : McGraw-Hill Education, 2006. - xvii, 491 p. ; 26 cm. - McGraw-Hill/Irwin series in marketing. .
Includes index
Chapter 1 Overview of Sales Management and the Selling Environment Part One: Formulation of the Sales Program Chapter 2 The Process of Buying and Selling Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management Chapter 4 Organizing the Sales Effort Chapter 5 The Strategic Role of Information in Sales Management Part Two: Implementation of the Sales Program Chapter 6 Salesperson Performance: Behavior, Role Perceptions and Satisfaction Chapter 7 Salesperson Performance: Motivating the Sales Force Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Chapter 9 Sales Force Recruitment and Selection Chapter 10 Sales Training: Objectives, Techniques and Evaluation Chapter 11 Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands Chapter 13 Behavior and Other Performance Analyses
0071116052 (pbk.)
0071116052
Sales management.
Sales personnel--Management.
HF5438.4 / .C48