Churchill/Ford/Walker's sales force management /
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| Autore principale: | |
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| Altri autori: | , , , |
| Natura: | Libro |
| Pubblicazione: |
New York, NY :
McGraw-Hill Companies,
c2011.
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| Edizione: | 10th ed. |
| Soggetti: | |
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Sommario:
- 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.