Churchill/Ford/Walker's Sales force management
Publication details: New Delhi : Tata McGraw-Hill, 2009. Edition: 9th edDescription: xxiv, 537 p. : ill. ; 24 cmISBN: 9780070080553; 0070080550Subject(s): 1. Sales managementDDC classification: 658.81 JOH| Item type | Current library | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
English Lending
|
Villa College QI Campus | Villa College Library | 658.81 JOH (Browse shelf(Opens below)) | Available | 3302 |
Contents:
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
Includes bibliographical references and index
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