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Churchill/Ford/Walker's Sales Force Management / Mark W. Johnston, Greg W. Marshall.

By: Contributor(s): Material type: TextTextSeries: McGraw-Hill/Irwin Series in MarketingPublication details: New York, NY : McGraw-Hill Companies, 2009 2009Edition: 9th edDescription: 524p.: ill.; 25 cmISBN:
  • 9780071288057
  • 0071288058
Subject(s): DDC classification:
  • 658.81 22 JOH
LOC classification:
  • HF5438.4 .C48 2011
Contents:
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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Holdings
Item type Current library Collection Call number Vol info Status Date due Barcode Item holds
Book - Borrowing Book - Borrowing Central Library First floor Alahram 658.81 JOH (Browse shelf(Opens below)) 300 Available 000019702
Total holds: 0

Includes bibliographical references 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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