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

By: Johnston, Mark W.
Contributor(s): Churchill, Gilbert A | Ford, Neil M | Walker, Orville C | Marshall, Greg W.
Publisher: New York : McGraw-Hill/Irwin, c2011Edition: 10th ed.Description: xvi, 480 p. : ill. ; 27 cm.ISBN: 9780073404851 (hbk.); 0073404853 (hbk.).Subject(s): Sales managementDDC classification: 658.81
Contents:
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.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 1, TierNo 2, BayNo 3

 658.81 JOH 2011 (Browse shelf) 1 Available SHTEx,70004,03,GR 5000117730

Includes bibliographical references (p. 449-465) 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.