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Churchill/Ford/Walker's sales force management / Mark W. Johnston, Greg W. Marshall.

By: Contributor(s): Material type: TextTextPublication details: New York, NY : McGraw-Hill Companies, c2011.Edition: 10th edDescription: xvi, 480 p. : ill. ; 27 cmISBN:
  • 9780073404851 (alk. paper)
  • 0073404853 (alk. paper)
Subject(s): DDC classification:
  • 658.81 JOH
Contents:
Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
Book Mzumbe University Main Campus Library 658.81 JOH (Browse shelf(Opens below)) 1 Available 0071629
Book Mzumbe University Main Campus Library 658.81 JOH (Browse shelf(Opens below)) 1 Available 0071632
Book Mzumbe University Main Campus Library 658.81 JOH (Browse shelf(Opens below)) 3 Available 0071631
Book Mzumbe University Main Campus Library 658.81 JOH (Browse shelf(Opens below)) 4 Available 0071630
Total holds: 0

Includes bibliographical references (p. 449-465) and indexes.

Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance.

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