Churchill/Ford/Walker's sales force management / Mark W. Johnston, Greg W. Marshall.

Contents;

Chapter 1 Overview of Sales Management and the Selling Environment

Part One: Formulation of the Sales Program
Chapter 2 The Process of Buying and Selling
Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management
Chapter 4 Organizing the Sales Effort
Chapter 5 The Strategic Role of Information in Sales Management

Part Two: Implementation of the Sales Program
Chapter 6 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
Chapter 7 Salesperson Performance: Motivating the Sales Force
Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
Chapter 9 Sales Force Recruitment and Selection
Chapter 10 Sales Training: Objectives, Techniques, and Evaluation
Chapter 11 Designing Compensation and Incentive Programs

Part Three: Evaluation and Control of the Sales Program
Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands
Chapter 13 Behavior and Other Performance Analyses

Includes bibliographical references and indexes.