Sales force management / Gilbert A. Churchill, Jr., Neil M. Ford, Orville C. Walker, Jr.
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TextSeries: The Irwin series in marketingPublication details: Chicago : Irwin, c1997.Edition: 5th edDescription: xxiii, 813 p. : col. ill., col. map ; 24 cmISBN: - 0256137870
- HF5438.4 .C48
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| HF5437 .H19 Handbook of procurement / | HF5438.4 .C48 Sales force management / | HF5438.4 .C48 Sales force management / | HF5438.4 .C48 Sales force management / | HF5438.4 .C48 Sales force management / | HF5438.4 .C48 Sales force management / | HF5438.4 .S78 Management of a sales force / |
Includes index and bibliographical references
An overview of sales management; the selling process - sales activities and careers; formulation of a strategic sales programme; environmental influences on sales programmes and performance; marketing planning, sales programmes and account management policies; organizing the selling effort; demand estimation; sales territories; sales quotas; implementation of the sales programme; model of salesperson performance; the salesperson's role perceptions; personal characteristics and sales aptitude; criteria for selecting salespeople; sales force recruitment and selection; sales training - objectives, techniques and evaluation; motivating the sales force; designing compensation and incentive programmes.
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