Churchill/Ford/Walker's Sales Force Management
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Product details:
- Edition number 9
- Publisher McGraw-Hill Higher Education
- Date of Publication 1 May 2008
- ISBN 9780071288057
- Binding Paperback
- No. of pages512 pages
- Size 254x203x23 mm
- Weight 1010 g
- Language English 0
Categories
Long description:
Sales Force Management, 9e 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 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
MoreTable of Contents:
1: Overview of Sales Management and the Selling Environment
Part One: Formulation of a Sales Program
2: The Process of Buying and Selling
3: Linking Strategies and the Sales Role in the Era of Customer Relationship Management
4: Organizing the Sales Effort
5: The Strategic Role of Information in Sales Management
Part Two: Implementation of the Sales Program
6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
7: Salesperson Performance: Motivating the Sales Force
8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
9: Sales Force Recruitment and Selection
10: Sales Training: Objectives, Techniques, and Evaluation
11: Designing Compensation and Incentive Programs
Part Three: Evaluation and Control of the Sales Program
12: Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands
13: Behavior and Other Performance Analyses
