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Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets / Edition 7

Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets / Edition 7

by Mark W. Johnston, Marshall, Walker, Johnston, Ford


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Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets / Edition 7

Churchill, Ford, and Walker's Sales Force Management, 7/e, now authored by Johnston and Marshall, is a research/ theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. This book will appeal to a variety of teaching approaches-to those instructors who primarily emphasize the lecture-discussion approach or to those who prefer case-oriented instruction. No matter what approach is used, the research/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of Innovation, Leadership, and Technology combine to make this text a leader in the sales management market.t.

Product Details

ISBN-13: 9780072826340
Publisher: McGraw-Hill/Irwin
Publication date: 07/22/2002
Edition description: Older Edition
Pages: 600
Product dimensions: 8.10(w) x 10.10(h) x 1.15(d)

Table of Contents

Chapter 1 Overview of Sales Management and the Selling EnvironmentPart One: Formulation of the Sales Program Chapter 2 The Process of Buying and Selling Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management Chapter 4 Organizing the Sales Effort Chapter 5 The Strategic Role of Information in Sales Management Part Two: Implementation of the Sales Program Chapter 6 Salesperson 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 Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands Chapter 13 Behavior and Other Performance Analyses

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