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Johnston, Mark W.

Churchill/ Ford/ Walker's sales force management / Sales force management Mark W. Johnston, Greg W. Marshall. - 9th edition - Boston : McGraw-Hill/Irwin, c2009. - xx, 524 p. : ill. ; 27 cm. - McGraw-Hill/Irwin series in marketing .

Contents:
1. Introduction to sales management in the twenty-first century

Part one: Formulation of a sales program
2. The process of selling and buying
3. Linking strategies and the sales role in the era of customer relationship management
4. Organizing the sales effort
5. The strategic role of information in sales management

Part two: Implementation of the sales program
6. Salesperson performance: Behavior, role perceptions, and satisfaction
7. Salesperson performance: Motivating the sales forces
8. Personal characteristics and sales aptitude: Criteria for selecting salespeople
9. Sales force recruitment and selection
10. Sales training: Objectives, techniques, and evaluation
11. Salesperson compensation and incentives

Part three: Evaluation and control of the sales program
12. Cost analysis
13. Evaluating salesperson performance




Includes bibliographical references and indexes.

ISBN: 9780073529875 0073529877

LCCN: 2005041974

Subjects--Topical Terms:
Sales management.

Dewey Class. No.: 658.81 / JOH