000			02139cam a22003614a 4500
999			_c7312 _d7312
001			13834430
003			OSt
005			20211201113103.0
008			050107s2006 maua b 001 0 eng
010			_a 2005041974
020			_a9780073529875
020			_a0073529877
040			_aBUL _cBUL _dBUL _beng _erda
042			_apcc
082	0	0	_a658.81 _222 _bJOH
100	1		_aJohnston, Mark W.
245	1	0	_aChurchill/ Ford/ Walker's sales force management / _cMark W. Johnston, Greg W. Marshall.
246	1	3	_aSales force management
250			_a9th edition
260			_aBoston : _bMcGraw-Hill/Irwin, _cc2009.
300			_axx, 524 p. : _bill. ; _c27 cm.
440		0	_aMcGraw-Hill/Irwin series in marketing
500			_aContents: 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
504			_aIncludes bibliographical references and indexes.
650		0	_aSales management.
700	1		_aChurchill, Gilbert A.
700	1		_aFord, Neil M.
700	1		_aWalker, Orville C.
700	1		_aMarshall, Greg W.
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0623/2005041974-d.html
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/enhancements/fy0623/2005041974-t.html
942			_2ddc _cBO _e9th. edition _h658.81 _i1 _kJOH _m658.81 JOH