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Churchill/Ford/Walker's sales force management /

by Johnston, Mark W.
Additional authors: Churchill, Gilbert A. | Ford, Neil M. | Walker, Orville C. | Marshall, Greg W.
Edition statement:10th ed. Published by : McGraw-Hill Companies, (New York, NY :) Physical details: xvi, 480 p. : ill. ; 27 cm. ISBN:9780073404851 (alk. paper); 0073404853 (alk. paper).
Subject(s): Sales management.
Year: 2011
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Books Books CBE DAR ES SALAAM
Student 		658.81 (Browse shelf) Available S25/48(18)

Includes bibliographical references (p. 449-465) and indexes.

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.

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