000			01891nam a22002537a 4500
003			OSt
005			20220203022245.0
008			220203b ||||| |||| 00| 0 eng d
020			_a9781138282766 (Reprint)
040			_bEnglish. _cCvSU-CCAT Campus Library. _erda.
050			_aCIR HF 5438.4 _bJ64 2016
100			_aJohnston, Mark W., author. _93364
245			_aSales force management : _bleadership, innovation, technology / _cMark W. Johnston and Greg W. Marshall.
250			_aTwelfth edition.
260			_aNew York : _bTaylor & Francis; Routledge, _cc2016.
300			_axxviii, 465 pages ; _c26 cm.
504			_aIncludes bibliographical references and index.
505			_aChapter 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
546			_aIn English text.
650			_aSales management. _91533
700			_aMarshall, Greg W., author. _93363
942			_2lcc _cBK _hHF 5438.4 J64 2016 _kCIR
999			_c1481 _d1481