Sales force management
Mark W. Johnston; Greg W. Marshall
| Alternative title: | Churchill-Ford-Walker's sales force management |
|---|---|
| Year of publication: |
c 2011 ; 10. ed
|
| Authors: | Johnston, Mark W. ; Marshall, Greg W. |
| Other Persons: | Churchill, Gilbert A. (contributor) ; Ford, Neil M. (contributor) ; Walker, Orville C. (contributor) |
| Publisher: |
New York, NY : McGraw-Hill Irwin |
| Subject: | Verkauf | Selling | Vertrieb | Physical distribution | Verkaufspersonal | Salespeople | Personalführung | Leadership | Vertriebsorganisation | Strategisches Management |
| Description of contents: | Table of Contents [gbv.de] |
| Extent: | XVI, 480 S. Ill., graph. Darst. |
|---|---|
| Type of publication: | Book / Working Paper |
| Type of publication (narrower categories): | Lehrbuch ; Textbook |
| Language: | English |
| Notes: | Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance. Nebent.: Churchill Ford Walker's sales force management |
| ISBN: | 978-0-07-340485-1 ; 0-07-340485-3 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10003913624