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Sales Force Management

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ISBN-10: 0073404853

ISBN-13: 9780073404851

Edition: 10th 2011

Authors: Mark W. Johnston, Greg W. Marshall

List price: $108.99
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Book details

List price: $108.99
Edition: 10th
Copyright year: 2011
Publisher: McGraw-Hill Higher Education
Publication date: 4/1/2010
Binding: Hardcover
Pages: 496
Size: 8.50" wide x 10.50" long x 1.00" tall
Weight: 2.398
Language: English

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy in the Roy E. Crummer Graduate School of Business at Rollins College in Winter Park, Florida. He also serves as Vice President for Strategic Marketing for Rollins College. He earned his Ph.D. in Business Administration from Oklahoma State University, taking a marketing major and management minor, and holds a BSBA in marketing and MBA from the University of Tulsa. Prior to joining Rollins, Greg was on the faculty at the University of South Florida, Texas Christian University, and Oklahoma State University. Prior to returning to school for his doctorate, Greg’s managerial industry experience included thirteen…    

Introduction to Sales Management in the Twenty-First Century
Formulation of a Sales Program
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
Comprehensive Cases for Part One
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
Salesperson Compensation and Incentives
Comprehensive Cases for Part Two
Evaluation and Control of the Sales Program
Cost Analysis
Evaluating Salesperson Performance
Comprehensive Cases for Part Three
Case Index
Name Index
Subject Index