Churchill/Ford/Walker's Sales Force Management / Mark W. Johnston, Greg W. Marshall.
Material type: TextSeries: McGraw-Hill/Irwin Series in MarketingPublication details: New York, NY : McGraw-Hill Companies, 2009 2009Edition: 9th edDescription: 524p.: ill.; 25 cmISBN:- 9780071288057
- 0071288058
- 658.81 22 JOH
- HF5438.4 .C48 2011
Item type | Current library | Collection | Call number | Vol info | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|---|
Book - Borrowing | Central Library First floor | Alahram | 658.81 JOH (Browse shelf(Opens below)) | 300 | Available | 000019702 |
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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