Johnston, Mark W. <br/><br/>
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 .
<br/><br/> Contents:<br/>1. Introduction to sales management in the twenty-first century <br/><br/>Part one: Formulation of a sales program <br/>2. The process of selling and buying <br/>3. Linking strategies and the sales role in the era of customer relationship management <br/>4. Organizing the sales effort <br/>5. The strategic role of information in sales management<br/><br/>Part two: Implementation of the sales program <br/>6. Salesperson performance: Behavior, role perceptions, and satisfaction <br/>7. Salesperson performance: Motivating the sales forces <br/>8. Personal characteristics and sales aptitude: Criteria for selecting salespeople <br/>9. Sales force recruitment and selection<br/>10. Sales training: Objectives, techniques, and evaluation <br/>11. Salesperson compensation and incentives <br/><br/>Part three: Evaluation and control of the sales program<br/>12. Cost analysis <br/>13. Evaluating salesperson performance <br/><br/><br/> 
<br/><br/>Includes bibliographical references and indexes. 
<br/><br/><label>ISBN: </label>9780073529875 0073529877 
<br/><br/><label>LCCN: </label>2005041974 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>Dewey Class. No.: </label>658.81  / JOH