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Churchill, Ford, and Walker's sales force management / Mark W. Johnston and Greg W. Marshall.

By: Contributor(s): Material type: TextSeries: McGraw-Hill/Irwin series in marketingPublication details: Maidenhead : McGraw-Hill Education, 2006.Edition: 8th edDescription: xvii, 491 p. ; 26 cmISBN:
  • 0071116052 (pbk.)
ISSN:
  • 0071116052
Subject(s): LOC classification:
  • HF5438.4 .C48
Contents:
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
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Books Methodist University Library Main General Stacks Reference HF5438.4 .C48 (Browse shelf(Opens below)) Available 30619

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

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