Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets

by Johnston, Mark W.; Marshall, Greg W.

• ISBN13: 9780072826340
• ISBN10: 0072826347
• Edition: 7th
• Format: Hardcover
• Copyright: 2002-07-22
• Publisher: McGraw-Hill/Irwin

Summary

Churchill, Ford, and Walker's Sales Force Management, 7/e, now authored by Johnston and Marshall, is a research/ theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. This book will appeal to a variety of teaching approaches-to those instructors who primarily emphasize the lecture-discussion approach or to those who prefer case-oriented instruction. No matter what approach is used, the research/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of Innovation, Leadership, and Technology combine to make this text a leader in the sales management market.t.

Table of Contents

Chapter 1 Overview of Sales Management and the Selling Environment

Part One: Formulation of the Sales Program

Chapter 2 The Process of Buying and Selling

Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Chapter 4 Organizing the Sales Effort

Chapter 5 The Strategic Role of Information in Sales Management

Part Two: Implementation of the Sales Program

Chapter 6 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Chapter 7 Salesperson Performance: Motivating the Sales Force

Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Chapter 9 Sales Force Recruitment and Selection

Chapter 10 Sales Training: Objectives, Techniques, and Evaluation

Chapter 11 Designing Compensation and Incentive Programs

Part Three: Evaluation and Control of the Sales Program

Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands

Chapter 13 Behavior and Other Performance Analyses