Johnston, Mark W. Primary Author mixed material bibliography Boston McGraw-Hill/Irwin 2003 en English

Printed Material

xx, 603 p. : exh., case, notes, index ; 26 cm. 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. TABLE OF CONTENTS Pt. 1 Overview of Sales Management and the Selling Environment Ch. 1 Formulation of the Sales Program Ch. 2 The Process of Buying and Selling Ch. 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management Ch. 4 Organizing the Sales Effort Ch. 5 The Strategic Role of Information in Sales Management Pt. 2 Implementation of the Sales Program Ch. 6 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction Ch. 7 Salesperson Performance: Motivating the Sales Force Ch. 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Ch. 9 Sales Force Recruitment and Selection Ch. 10 Sales Training: Objectives, Techniques, and Evaluation Ch. 11 Designing Compensation and Incentive Programs Pt. 3 Evaluation and Control of the Sales Program Ch. 12 Cost Analysis Ch. 13 Behavior and Other Performance Analyses Notes Case Index Name Index Subject Index Sales management BP 79 0072466480 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen BP 79 Joh 31463 General (General) BP 79 Joh 16096 2003-03-27 00:00:00 2025-12-17 11:47:12 machine generated