Churchill/Ford/Walker's Sales Force Management,9780072466485

Churchill/Ford/Walker's Sales Force Management

by ; ; ; ;
Edition: 7th
ISBN13: 9780072466485
ISBN10: 0072466480
Format: Hardcover
Pub. Date: 2002-01-01
Publisher(s): McGraw Hill (Tx)
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List Price: $124.00

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Summary

This research/theory-based title blends the theoretical foundations of sales management with current industry examples and applications. It has been revised to feature a tighter focus on technology, leadership, and innovation, with updated coverage of CRM, sales management information systems, and database selling.

Author Biography

Greg W. Marshall is Associate Professor of Marketing at Oklahoma State University.

Table of Contents

Overview of Sales Management and the Selling Environment
1(31)
PART ONE Formulation of the Sales Program 32(200)
The Process of Buying and Selling
34(29)
Linking Strategies and the Sales Role in the Era of Customer Relationship Management
63(32)
Organizing the Sales Effort
95(29)
The Strategic Role of Information in Sales Management
124(108)
Comprehensive Cases for Part One
171(61)
PART TWO Implementation of the Sales Program 232(216)
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
234(28)
Salesperson Performance: Motivating the Sales Force
262(29)
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
291(24)
Sales Force Recruitment and Selection
315(26)
Sales Training: Objectives, Techniques, and Evaluation
341(28)
Designing Compensation and Incentive Programs
369(79)
Comprehensive Cases for Part Two
403(45)
PART THREE Evaluation and Control of the Sales Program 448(115)
Cost Analysis
450(26)
Behavior and Other Performance Analyses
476(87)
Comprehensive Cases for Part Three
503(60)
Notes 563(20)
Case Index 583(1)
Name Index 584(8)
Subject Index 592

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