Johnston, Mark W., author.
Sales force management : leadership, innovation, technology / Mark W. Johnston and Greg W. Marshall. - Twelfth edition. - New York : Taylor & Francis; Routledge, c2016. - xxviii, 465 pages ; 26 cm.
Includes bibliographical references and index.
Chapter 1 : Introduction to sales management in the twenty-first century
Part I : Formulation of a sales program
Chapter 2 : The process of selling and buying
Chapter 3 : Linking strategies and the sales role in the era of CRM and data analysis
Chapter 4 : Organizing the sales effort
Chapter 5 : The strategic role of information in sales management
Part II : Implementation of the sales program
Chapter 6 : Sales performance : behavior, role perceptions, and satisfaction
Chapter 7 : Salesperson performance : motivating the sales force
Chapter 8 : Personal characteristics and sales aptitude : criteria for selecting salespeople
Chapter 9 : Sales force recruitment and selection
Chapter 10 : Sales training : objectives, techniques, and evaluation
Chapter 11 : Salesperson compensation and incentives
Part III : Evaluation and control of the sales program
Chapter 12 : Cost analysis
Chapter 13 : Evaluating salesperson performance
In English text.
9781138282766 (Reprint)
Sales management.
CIR HF 5438.4 / J64 2016
Sales force management : leadership, innovation, technology / Mark W. Johnston and Greg W. Marshall. - Twelfth edition. - New York : Taylor & Francis; Routledge, c2016. - xxviii, 465 pages ; 26 cm.
Includes bibliographical references and index.
Chapter 1 : Introduction to sales management in the twenty-first century
Part I : Formulation of a sales program
Chapter 2 : The process of selling and buying
Chapter 3 : Linking strategies and the sales role in the era of CRM and data analysis
Chapter 4 : Organizing the sales effort
Chapter 5 : The strategic role of information in sales management
Part II : Implementation of the sales program
Chapter 6 : Sales performance : behavior, role perceptions, and satisfaction
Chapter 7 : Salesperson performance : motivating the sales force
Chapter 8 : Personal characteristics and sales aptitude : criteria for selecting salespeople
Chapter 9 : Sales force recruitment and selection
Chapter 10 : Sales training : objectives, techniques, and evaluation
Chapter 11 : Salesperson compensation and incentives
Part III : Evaluation and control of the sales program
Chapter 12 : Cost analysis
Chapter 13 : Evaluating salesperson performance
In English text.
9781138282766 (Reprint)
Sales management.
CIR HF 5438.4 / J64 2016