Sale Force Management / Mark W. Johnston, Greg W. Marshall
Material type:
TextLanguage: English Series: McGraw-Hill/Irwin series in marketingPublisher: New Delhi : McGraw-Hill 2009Edition: 9th edDescription: xx, 524 p. : illustrations ; 26 cmISBN: 978-0-07-008055-3Subject(s): Sales managementDDC classification: 658.8 | Item type | Current location | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|
| Books | Institute of Public Enterprise, Library S Campus | 658.8 JOH (Browse shelf) | Available | 36283 | |
| Books | Institute of Public Enterprise, Library S Campus | 658.8 JOH (Browse shelf) | Available | 36284 | |
| Books | Institute of Public Enterprise, Library S Campus | 658.8 JOH (Browse shelf) | Available | 36285 | |
| Books | Institute of Public Enterprise, Library S Campus | 658.8 JOH (Browse shelf) | Available | 36287 | |
| Books | Institute of Public Enterprise, Library S Campus | 658.8 JOH (Browse shelf) | Available | 36288 | |
| Books | Institute of Public Enterprise, Library S Campus | 658.8 JOH (Browse shelf) | Available | 36289 |
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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