Johnston, Mark W. Primary Author Marshall, Greg W. Additional Author mixed material bibliography New York Mc Graw Hill 2011 en English

Printed Material

xvi, 480 p.: ill., table., indexs., 26 cm. Sales Force Management, 10e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 10th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice. Table of Contents : Ch. 1 Overview of Sales Management and the Selling Environment Pt. 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 Business management Sales management Case Studies Sales Sales force Selling methods BP 79 9780071220910 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen BP 79 Joh 35167 General (General) BP 79 Joh 38190 2011-08-11 00:00:00 2025-12-17 11:44:45 machine generated