Churchill/Ford/Walker's sales force management
Johnston, Mark W.
Churchill/Ford/Walker's sales force management Mark W. - 8th ed. Tata McGraw Hill Edition. - New York : McGraw-Hill Co., 2006. - xvii, 491p.
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.
0070606331
2009052725
Sales management.
Management;Sales
HF5438.4.J64 2006
Churchill/Ford/Walker's sales force management Mark W. - 8th ed. Tata McGraw Hill Edition. - New York : McGraw-Hill Co., 2006. - xvii, 491p.
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.
0070606331
2009052725
Sales management.
Management;Sales
HF5438.4.J64 2006