| Title |
Churchill/Ford/Walker's Sales Force Management
|
| Author(s) |
Johnston, Mark W. |
| Local Call Num. |
7159 |
| ISBN |
9780071220910
0-07-122091-7 |
| Status |
This item is currently IN the library. |
| Level |
Universitar |
| Pages |
xvi, 480 p. |
| Publishing Info |
New York, NY McGraw-Hill Companies c2011 |
| Loan Type/Days |
REG-Regular / This item may circulate for 4 Days |
| Department |
S-Student |
| Media |
PBK-Paperback |
| Subjects |
Sales management.
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|
| Description |
Mark W. Johnston, Greg W. Marshall.
ill. ;
480p., 27 cm.
Includes bibliographical references (p. 449-465) and indexes.
Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance.
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| Resources |
L4U Book Cover
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