Sales Force Management
Routledge (Verlag)
978-0-415-53461-1 (ISBN)
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Including the Churchill, Ford, and Walker approach, the new edition also features:
A strong focus on leadership, technology, innovation, ethics, and global business
New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions
Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges
Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more
Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. He has published in a number of journals including the Journal of Marketing Research and the Journal of Personal Selling and Sales Management. Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. Greg is an active researcher in selling and sales management, having written numerous journal articles. He is editor of the Journal of Marketing Theory and Practice.
1. Introduction to Sales Management in the Twenty-First Century Part I: Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of Customer Relationship Management 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Comprehensive Cases for Part One Part II: Implementation of the Sales Program 6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 7. Salesperson Performance: Motivating the Sales Force 8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 9. Sales Force Recruitment and Selection 10. Sales Training: Objectives, Techniques, and Evaluation 11. Salesperson Compensation and Incentives Comprehensive Cases for Part Two Part III: Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance Comprehensive Cases for Part Three
| Zusatzinfo | Follow Corrections; 53 Line drawings, color; 13 Halftones, black and white; 91 Tables, color |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 203 x 254 mm |
| Gewicht | 1293 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-415-53461-5 / 0415534615 |
| ISBN-13 | 978-0-415-53461-1 / 9780415534611 |
| Zustand | Neuware |
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