000			01244ohm a2200205 u 4500
999			_c1066 _d1066
020			_a9780073404851
022			_a0073404853
050			_aHF5438.4 _b.J61
100			_aMark W. Johnston
245			_aChurchHill/Ford/Walker's Sales Force Management _cMark W. Johnston, Greg W. Marshall
250			_a10th ed
260			_aBoston _bMcGrawHill _c2011
300			_axvii, 491 pages : _b illustrations ; 27 cm.
440			_a McGraw-Hill/Irwin series in marketing.
500			_aIncludes index
505			_aIntroduction 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
650			_aSales Management
700			_aGreg W Marshall
942			_cBK