Churchill/Ford/Walker's sales force management
By: Mark W. Johnston, Greg W. Marshall.
Contributors: Churchill, Gilbert A.; Ford, Neil M.; Walker, Orville C.; Marshall, Greg W.
Edition: 10th ed.
Publisher: cGraw-Hill Companies
Published: 2010
Place of publication: New York, NY
Language: eng
Number of pages: 496
ISBN-13: 9780073404851
Subjects: Sales management
Table of contents: title: Introduction to sales management in the twenty-first century; title: The process of selling and buying; title: Linking strategies and the sales role in the era of customer relationship management; title: Organizing the sales effort; title: The strategic role of information in sales management; title: Salesperson performance : behavior, role perceptions, and satisfaction; title: Salesperson performance : motivating the sales force; title: Personal characteristics and sales aptitude : criteria for selecting salespeople; title: Sales force recruitment and selection; title: Sales training : objectives, techniques, and evaluation; title: Salesperson compensation and incentives; title: Cost analysis; title: Evaluating salesperson performance.