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Churchill/Ford/Walker's sales force management Mark W.

By: Contributor(s): Material type: TextPublication details: New York : McGraw-Hill Co., 2006.Edition: 8th ed. Tata McGraw Hill EditionDescription: xvii, 491pISBN:
  • 0070606331
Subject(s): LOC classification:
  • HF5438.4.J64 2006
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.
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Holdings
Item type Current library Call number Status Barcode
Book Meru University Open Shelves HF5438.4.J64 2006 (Browse shelf(Opens below)) Available 09-311
Book Meru University Open Shelves HF5438.4.J64 2006 (Browse shelf(Opens below)) Available 09-312
Book Meru University Open Shelves HF5438.4.J64 2006 (Browse shelf(Opens below)) Available 09-313
Total holds: 0

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.

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