Churchill/Ford/Walker's Sales Force Management

by Johnston, Mark W.; Marshall, Greg W.; Ford, Neil M.; Walker, Orville C.; Churchill, Gilbert A. Sales Force Management

• ISBN13: 9780072466485
• ISBN10: 0072466480
• Edition: 7th
• Format: Hardcover
• Copyright: 2002-01-01
• Publisher: McGraw Hill (Tx)

Summary

This research/theory-based title blends the theoretical foundations of sales management with current industry examples and applications. It has been revised to feature a tighter focus on technology, leadership, and innovation, with updated coverage of CRM, sales management information systems, and database selling.

Author Biography

Greg W. Marshall is Associate Professor of Marketing at Oklahoma State University.

Table of Contents

Overview of Sales Management and the Selling Environment	1	(31)
PART ONE Formulation of the Sales Program	32	(200)
The Process of Buying and Selling	34	(29)
Linking Strategies and the Sales Role in the Era of Customer Relationship Management	63	(32)
Organizing the Sales Effort	95	(29)
The Strategic Role of Information in Sales Management	124	(108)
Comprehensive Cases for Part One	171	(61)
PART TWO Implementation of the Sales Program	232	(216)
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction	234	(28)
Salesperson Performance: Motivating the Sales Force	262	(29)
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople	291	(24)
Sales Force Recruitment and Selection	315	(26)
Sales Training: Objectives, Techniques, and Evaluation	341	(28)
Designing Compensation and Incentive Programs	369	(79)
Comprehensive Cases for Part Two	403	(45)
PART THREE Evaluation and Control of the Sales Program	448	(115)
Cost Analysis	450	(26)
Behavior and Other Performance Analyses	476	(87)
Comprehensive Cases for Part Three	503	(60)
Notes	563	(20)
Case Index	583	(1)
Name Index	584	(8)
Subject Index	592