Sales Force Management / Edition 7

Sales Force Management / Edition 7

by Mark W. Johnston
     
 

ISBN-10: 0072466480

ISBN-13: 9780072466485

Pub. Date: 07/28/2002

Publisher: McGraw-Hill Professional Publishing

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…  See more details below

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.

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Product Details

ISBN-13:
9780072466485
Publisher:
McGraw-Hill Professional Publishing
Publication date:
07/28/2002
Series:
The McGraw-Hill/Irwin Series in Marketing
Edition description:
Older Edition
Pages:
704
Product dimensions:
8.22(w) x 10.40(h) x 1.16(d)

Table of Contents

Ch. 1Overview of Sales Management and the Selling Environment1
Pt. 1Formulation of the Sales Program32
Ch. 2The Process of Buying and Selling34
Ch. 3Linking Strategies and the Sales Role in the Era of Customer Relationship Management63
Ch. 4Organizing the Sales Effort95
Ch. 5The Strategic Role of Information in Sales Management124
Pt. 2Implementation of the Sales Program232
Ch. 6Salesperson Performance: Behavior, Role Perceptions, and Satisfaction234
Ch. 7Salesperson Performance: Motivating the Sales Force262
Ch. 8Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople291
Ch. 9Sales Force Recruitment and Selection315
Ch. 10Sales Training: Objectives, Techniques, and Evaluation341
Ch. 11Designing Compensation and Incentive Programs369
Pt. 3Evaluation and Control of the Sales Program448
Ch. 12Cost Analysis450
Ch. 13Behavior and Other Performance Analyses476
Notes563
Case Index583
Name Index584
Subject Index592

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