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Sales Force Management

ISBN-10: 007296183X
ISBN-13: 9780072961836
Edition: 8th 2006 (Revised)
List price: $164.06
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Description: 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  More...

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Book details

List price: $164.06
Edition: 8th
Copyright year: 2006
Publisher: McGraw-Hill School Education Group
Binding: Hardcover
Pages: 512
Size: 8.00" wide x 10.00" long x 0.75" tall
Weight: 2.486
Language: English

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.

Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance.

Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on iquest;Strategic Issues in Selling and Sales Managementiquest;iquest;iquest;

Introduction to Sales Management in the Twenty-First Century Part One: Formulation of the Sales Program
The Process of Buying and Selling
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 Part Two: Implementation of the Sales Program
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
Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program
Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands
Behavior and Other Performance Analyses
Table of Contents provided by Publisher. All Rights Reserved.

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