TY  - BOOK
AU  - Johnston, Mark W., author.
AU  - Marshall, Greg W., author.
TI  - Sales force management: leadership, innovation, technology 
SN  - 9781138282766 (Reprint)
AV  - CIR HF 5438.4 J64 2016
PY  - 2016///
CY  - New York
PB  - Taylor & Francis; Routledge
KW  - Sales management
N1  - Includes bibliographical references and index; Chapter 1 : Introduction to sales management in the twenty-first century
Part I : Formulation of a sales program
Chapter 2 : The process of selling and buying
Chapter 3 : Linking strategies and the sales role in the era of CRM and data analysis
Chapter 4 : Organizing the sales effort
Chapter 5 : The strategic role of information in sales management
Part II : Implementation of the sales program
Chapter 6 : Sales 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 : Salesperson compensation and incentives
Part III : Evaluation and control of the sales program
Chapter 12 : Cost analysis
Chapter 13 : Evaluating salesperson performance


ER  -