Sales Force Management

by JOHNSTON

• ISBN13: 9780073529875
• ISBN10: 0073529877
• Edition: 9th
• Format: Hardcover
• Copyright: 2008-03-28
• Publisher: McGraw-Hill/Irwin

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 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
Notes	p. 493
Case Index	p. 509
Name Index	p. 510
Subject Index	p. 515
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