ChurchHill/Ford/Walker's Sales Force Management Mark W. Johnston, Greg W. Marshall
Series: McGraw-Hill/Irwin series in marketingPublication details: Boston McGrawHill 2011Edition: 10th edDescription: xvii, 491 pages : illustrations ; 27 cmISBN:- 9780073404851
- 0073404853
- HF5438.4 .J61
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Methodist University Library Main General Stacks | Reference | HF5438.4 .J61 (Browse shelf(Opens below)) | Available | 38716 | |||||||||||||
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Methodist University Library Main General Stacks | HF5438.4 .J61 (Browse shelf(Opens below)) | Available | 38717 |
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| HF5438.4 .C48 Churchill, Ford, and Walker's sales force management / | HF5438.4 .J61 ChurchHill/Ford/Walker's Sales Force Management | HF5438.4 .J61 ChurchHill/Ford/Walker's Sales Force Management | HF5438.4 .J61 ChurchHill/Ford/Walker's Sales Force Management | HF5438.4 .S78 Management of a sales force / | HF5438.4 .S78 Management of a sales force / | HF5438.5 .B843 Promotion management / |
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
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