Cavite State University - CCAT Campus - Library catalog › Details for: Sales force management : leadership, innovation, technology /

Normal view MARC view ISBD view

Sales force management : leadership, innovation, technology / Mark W. Johnston and Greg W. Marshall.

By: Johnston, Mark W., author Contributor(s): Marshall, Greg W., author Material type: Text

TextPublisher: New York : Taylor & Francis; Routledge, c2016Edition: Twelfth editionDescription: xxviii, 465 pages ; 26 cmISBN: 9781138282766 (Reprint)Subject(s): Sales managementLOC classification: CIR HF 5438.4 | J64 2016

Contents:

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

List(s) this item appears in: Newly Acquired Books (Purchased) October 18, 2021

Tags from this library: No tags from this library for this title. Log in to add tags.

Average rating: 0.0 (0 votes)

Holdings ( 4 )
Title notes ( 3 )
Comments ( 0 )
Images

Item type	Current location	Collection	Shelving location	Call number	Copy number	Status	Barcode
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf)	c.1	Available	R0012615
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf)	c.2	Available	R0012616
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf)	c.3	Available	R0012617
Book	Cavite State University - CCAT Campus	Book	GCS	CIR HF 5438.4 J64 2016 (Browse shelf)	c.4	Available	R0012618

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.

There are no comments on this title.

to post a comment.

Click on an image to view it in the image viewer