TY  - BOOK
AU  - Johnston,Mark W.
AU  - Marshall,Greg W.
TI  - Churchill/Ford/Walker's sales force management 
SN  - 0070606331
AV  - HF5438.4.J64 2006 
PY  - 2006///
CY  - New York
PB  - McGraw-Hill Co.
KW  - Sales management
KW  - Management;Sales
N1  - 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
ER  -