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