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This is the 9th edition with a publication date of 3/28/2008.
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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 Century||p. 1|
|Formulation of a Sales Program||p. 30|
|The Process of Selling and Buying||p. 32|
|Linking Strategies and the Sales Role in the Era of Customer Relationship Management||p. 68|
|Organizing the Sales Effort||p. 105|
|The Strategic Role of Information in Sales Management||p. 135|
|Comprehensive Cases for Part One||p. 183|
|Implementation of the Sales Program||p. 196|
|Salesperson Performance: Behavior, Role Perceptions, and Satisfaction||p. 198|
|Salesperson Performance: Motivating the Sales Force||p. 228|
|Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople||p. 258|
|Sales Force Recruitment and Selection||p. 284|
|Sales Training: Objectives, Techniques, and Evaluation||p. 313|
|Salesperson Compensation and Incentives||p. 343|
|Comprehensive Cases for Part Two||p. 378|
|Evaluation and Control of the Sales Program||p. 378|
|Cost Analysis||p. 380|
|Evaluating Salesperson Performance||p. 439|
|Comprehensive Cases for Part Three||p. 467|
|Case Index||p. 509|
|Name Index||p. 510|
|Subject Index||p. 515|
|Table of Contents provided by Blackwell. All Rights Reserved.|