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

By:

Johnston, Mark W

Contributor(s):

Publication details: New York, NY : cGraw-Hill Companies, c2009.Edition: 9th edDescription: xx,524pISBN:

9780071288057

Subject(s):

Sales management

LOC classification:

HF5438.4.C48 2009

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	Collection	Call number	Status	Date due	Barcode	Item holds
BOOK	Strathmore University (Main Library) Open Shelf	BOOK	HF5438.4.C48 2009	Available		72452

Total holds: 0

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