TY  - GEN
AU  - Mark W. Johnston
AU  - Greg W Marshall
TI  - ChurchHill/Ford/Walker's Sales Force Management
SN  - 9780073404851
SN  - 007340485
AV  - HF5438.4 .J61
PY  - 2011///
CY  - Boston
PB  - McGrawHill
KW  - Sales Management
N1  - 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



ER  -