ouvrage
Sales force management : Leadership, innovation, technology
Mark W. Johnston (Auteur),
Greg W. Marshall
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice.
| Mention d'édition : | 11th ed. |
| Editeur : | New York : Routledge, 2013 |
| Importance : | xxix, 542 p. |
| ISBN/ISSN/EAN : | 978-0-415-53461-1 |
| Langues: | Anglais |
| Mots clés : | INNOVATION LEADERSHIP FORCE DE VENTE |
| Note de contenu : |
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 |
Exemplaires (1)
| Code-barres | Cote | Support | Localisation | Section | Disponibilité |
|---|---|---|---|---|---|
| 00161000249029 | 124.65 JOH | Ouvrage | XL Library La Rochelle | Marketing | Disponible |
