9780073529875

Sales Force Management

by
  • ISBN13:

    9780073529875

  • ISBN10:

    0073529877

  • Edition: 9th
  • Format: Hardcover
  • Copyright: 3/28/2008
  • Publisher: McGraw-Hill/Irwin
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Summary

Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text from which instructors love to teach remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers' activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.

Table of Contents

Introduction to Sales Management in the Twenty-First Centuryp. 1
Formulation of a Sales Programp. 30
The Process of Selling and Buyingp. 32
Linking Strategies and the Sales Role in the Era of Customer Relationship Managementp. 68
Organizing the Sales Effortp. 105
The Strategic Role of Information in Sales Managementp. 135
Comprehensive Cases for Part Onep. 183
Implementation of the Sales Programp. 196
Salesperson Performance: Behavior, Role Perceptions, and Satisfactionp. 198
Salesperson Performance: Motivating the Sales Forcep. 228
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeoplep. 258
Sales Force Recruitment and Selectionp. 284
Sales Training: Objectives, Techniques, and Evaluationp. 313
Salesperson Compensation and Incentivesp. 343
Comprehensive Cases for Part Twop. 378
Evaluation and Control of the Sales Programp. 378
Cost Analysisp. 380
Evaluating Salesperson Performancep. 439
Comprehensive Cases for Part Threep. 467
Notesp. 493
Case Indexp. 509
Name Indexp. 510
Subject Indexp. 515
Table of Contents provided by Blackwell. All Rights Reserved.

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