Sales Force Management

ISBN-10: 0073529877

ISBN-13: 9780073529875

Edition: 9th 2009

List price: $194.38 Buy it from $3.00
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Description:

Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
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Book details

List price: $194.38
Edition: 9th
Copyright year: 2009
Publisher: McGraw-Hill Higher Education
Publication date: 3/28/2008
Binding: Hardcover
Pages: 544
Size: 8.00" wide x 10.00" long x 1.00" tall
Weight: 2.2
Language: English

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
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
Notes
Case Index
Name Index
Subject Index
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