Churchill/Ford/Walker's sales force management (Book, 2009) []
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Churchill/Ford/Walker's sales force management

Author: Mark W Johnston; Gilbert A Churchill; Neil M Ford; Orville C Walker; Greg W Marshall
Publisher: Boston : McGraw-Hill Irwin, [2009] ©2009
Series: McGraw-Hill/Irwin series in marketing.
Edition/Format:   Print book : English : Ninth editionView all editions and formats
This book contains sales management in the twenty-first century, the strategic role of information in sales management. Formulation of a sales program, organizing the sales effort, and evaluating salesperson performance.

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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Mark W Johnston; Gilbert A Churchill; Neil M Ford; Orville C Walker; Greg W Marshall
ISBN: 9780073529875 0073529877 0071151591 9780071151597 0072466480 9780072466485 0071288058 9780071288057
OCLC Number: 191024174
Notes: "International student edition"--Cover.
Description: xx, 524 pages : illustrations (some color), charts ; 26 cm.
Contents: 1. Introduction to Sales Management in the Twenty-First Century --
pt. 1. Formulation of a Sales Program --
2. The Process of Selling and Buying --
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 --
Comprehensive Cases for Part One --
pt. 2. 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.
Series Title: McGraw-Hill/Irwin series in marketing.
Responsibility: Mark W. Johnston, Greg W. Marshall.
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This research-based title blends the theoretical foundations of sales management with industry examples and applications.  Read more...


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