Sales Force Management / Edition 7

Sales Force Management / Edition 7

by Mark W. Johnston, Orville C. Walker, Gilbert A. Churchill, Neil M. Ford
     
 

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ISBN-10: 0071151591

ISBN-13: 9780071151597

Pub. Date: 01/01/2004

Publisher: McGraw-Hill Companies, The

Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while

Overview

Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.

Product Details

ISBN-13:
9780071151597
Publisher:
McGraw-Hill Companies, The
Publication date:
01/01/2004
Series:
The McGraw-Hill/Irwin Series in Marketing
Edition description:
Older Edition
Pages:
603
Product dimensions:
8.00(w) x 10.00(h) x 0.90(d)

Table of Contents

1 Introduction to Sales Management in theTwenty-First Century

PART ONE 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 TWO 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 THREE Evaluation and Control of the SalesProgram

12 Cost Analysis

13 Evaluating Salesperson Performance

Comprehensive Cases for Part Three

NOTES

CASE INDEX

NAME INDEX

SUBJECT INDEX

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