Sale Force Management / Mark W. Johnston, Greg W. Marshall
Material type:
TextLanguage: English Series: McGraw-Hill/Irwin series in marketingPublication details: New Delhi : McGraw-Hill 2009.Edition: 9th edDescription: xx, 524 p. : illustrations ; 26 cmISBN: - 978-0-07-008055-3
- 658.8 JOH
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| 658.8 JOH Sale Force Management / | 658.8 JOH Sale Force Management / | 658.8 JOH Sale Force Management / | 658.8 JOH Sale Force Management / | 658.8 JOS.P Prospects & problems of marketing fish with special reference to mettur reservoir / | 658.8 KAH.N New product planning / | 658.8 KAM Ethics in advertising: indian and international / |
Nebent.: Churchill Ford Walker's sales force management
Chapter 1: Introduction to Sales Management in the Twenty-First CenturyPart One: Formulation of a Sales ProgramChapter 2: The Process of Selling and Buying Chapter 3: Linking Strategies and the Sales Role in the Era of Customer Relationship ManagementChapter 4: Organizing the Sales EffortChapter 5: The Strategic Role of Information in Sales ManagementPart Two: Implementation of the Sales ProgramChapter 6: Salesperson Performance: Behavior, Role Perceptions, and SatisfactionChapter 7: Salesperson Performance: Motivating the Sales ForceChapter 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting SalespeopleChapter 9: Sales Force Recruitment and SelectionChapter 10: Sales Training: Objectives, Techniques, and EvaluationChapter 11: Salesperson Compensation and IncentivesPart Three: Evaluation and Control of the Sales ProgramChapter 12: Cost AnalysisChapter 13: Evaluating Salesperson Performance
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