Churchill/Ford/Walker's sales force management /
Edition statement:10th ed. Published by : McGraw-Hill/ Irwin, (New York, NY :) Physical details: xvi, 480 p. : ill. ISBN:9780071220910.
Book
| Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
| Riara University Library | HF5438.4.C48 2011 (Browse shelf (Opens below)) | C.1 | Available | 2644/11 | ||
| Riara University Library | HF5438.4.C48 2011 (Browse shelf (Opens below)) | C.2 | Available | 2643/11 | ||
| Riara University Library | HF5438.4.C48 2011 (Browse shelf (Opens below)) | C.3 | Available | 2642/11 |
Includes bibliographical references 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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