Johnston, Mark W. <br/><br/>
Sale Force Management / 
Mark W. Johnston, Greg W. Marshall 
 - 9th ed. 
 - New Delhi :  McGraw-Hill  2009. 
 - xx, 524 p. :  illustrations ;  26 cm 
 - McGraw-Hill/Irwin series in marketing .
<br/><br/> Nebent.: Churchill Ford Walker's sales force management 
<br/><br/>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 
<br/><br/><label>ISBN: </label>978-0-07-008055-3 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>Dewey Class. No.: </label>658.8  / JOH