Sales Force Management / Edition 6

Sales Force Management / Edition 6

by Gilbert A. Jr. Churchill, Neil M. Ford, Orville C. Walker

ISBN-10: 0072386584

ISBN-13: 9780072386585

Pub. Date: 10/01/1999

Publisher: McGraw-Hill Higher Education

Product Details

McGraw-Hill Higher Education
Publication date:
Edition description:
Older Edition
Product dimensions:
8.31(w) x 10.12(h) x 1.30(d)

Table of Contents

1An Overview of Sales Management1
2The Selling Process: Sales Activities and Careers15
Pt. IFormulation of a Strategic Sales Program51
3Environmental Influences on Sales Programs and Performance52
4Marketing Planning, Sales Programs, and Account Management Policies80
5Organizing the Sales Effort105
6Demand Estimation143
7Sales Territories181
8Sales Quotas215
Comprehensive Cases for Part I237
Pt. IIImplementation of the Sales Program325
9Model of Salesperson Performance326
10The Salesperson's Role Perceptions342
11Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople363
12Sales Force Recruitment and Selection392
13Sales Training: Objectives, Techniques, and Evaluation422
14Motivating the Sales Force458
15Designing Compensation and Incentive Programs485
Comprehensive Cases for Part II521
Pt. IIIEvaluation and Control of the Sales Program589
16Sales Analysis590
17Cost Analysis622
18Behavior and Other Performance Analyses652
Comprehensive Cases for Part III679
Pt. IVEpilog715
Comprehensive Cases for Part IV717
Case Index798
Subject Index799
Name Index806

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