Churchill/Ford/Walker's sales force management /
Saved in:
| Main Author: | |
|---|---|
| Other Authors: | , , , |
| Format: | Book |
| Published: |
New York, NY :
McGraw-Hill Companies,
c2011.
|
| Edition: | 10th ed. |
| Subjects: | |
| Tags: |
Add Tag
No Tags, Be the first to tag this record!
|
Table of 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.