Sales Force Management: 11th edition / Edition 11

Sales Force Management: 11th edition / Edition 11

by Mark W. Johnston, Greg W. Marshall
     
 

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ISBN-10: 0415534623

ISBN-13: 9780415534628

Pub. Date: 02/28/2013

Publisher: Taylor & Francis

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice.

Including the

Overview

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice.

Including the Churchill, Ford, and Walker approach, the new edition also features:

  • A strong focus on leadership, technology, innovation, ethics, and global business
  • New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions
  • Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges
  • Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more

Product Details

ISBN-13:
9780415534628
Publisher:
Taylor & Francis
Publication date:
02/28/2013
Edition description:
Older Edition
Pages:
576
Product dimensions:
8.00(w) x 9.90(h) x 1.20(d)

Table of Contents

1. Introduction to Sales Management in the Twenty-First Century Part I: Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of Customer Relationship Management 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Comprehensive Cases for Part One Part II: Implementation of the Sales Program 6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 7. Salesperson Performance: Motivating the Sales Force 8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 9. Sales Force Recruitment and Selection 10. Sales Training: Objectives, Techniques, and Evaluation 11. Salesperson Compensation and Incentives Comprehensive Cases for Part Two Part III: Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance Comprehensive Cases for Part Three

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