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