Churchill/Ford/Walker's sales force management /
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| 其他作者: | , , , |
| 格式: | 图书 |
| 出版: |
New York, NY :
McGraw-Hill Companies,
c2011.
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| 版: | 10th ed. |
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| LEADER | 00000cam a2200000 a 4500 | ||
|---|---|---|---|
| 020 | |a 9780073404851 (alk. paper) |c TZS 10,000 | ||
| 020 | |a 0073404853 (alk. paper) | ||
| 040 | |a MUL |b eng |e AACR | ||
| 082 | 0 | 0 | |a 658.81 JOH |
| 100 | 1 | |a Johnston, Mark W. | |
| 245 | 1 | 0 | |a Churchill/Ford/Walker's sales force management / |c Mark W. Johnston, Greg W. Marshall. |
| 250 | |a 10th ed. | ||
| 260 | |a New York, NY : |b McGraw-Hill Companies, |c c2011. | ||
| 300 | |a xvi, 480 p. : |b ill. ; |c 27 cm. | ||
| 504 | |a Includes bibliographical references (p. 449-465) and indexes. | ||
| 505 | 0 | |a 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. | |
| 650 | 0 | |a Sales management. | |
| 700 | 1 | |a Churchill, Gilbert A. | |
| 700 | 1 | |a Ford, Neil M. | |
| 700 | 1 | |a Walker, Orville C. | |
| 700 | 1 | |a Marshall, Greg W. | |
| 942 | |c BK | ||
| 999 | |c 6038 |d 6038 | ||