Sales Force Management: Leadership, Innovation, Technology

ISBN-13: 9780367682088 / Angielski / Miękka / 2020 / 498 str.

Mark W. Johnston; Greg W. Marshall

Opis

This new edition builds on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. It offers a strengthened focus on technology, new discussions on innovative sales practices, and further integrates sales and marketing.

Spis treści

1. Introduction to Sales Management in the Twenty-First Century  Part 1: Formulation of a Sales Program  2. The Process of Selling and Buying  3. Linking Strategies and the Sales Role in the Era of CRM and Data Analytics  4. Organizing the Sales Effort  5. The Strategic Role of Information in Sales Management  Part 2: 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  Part 3: Evaluation and Control of the Sales Program  12. Cost Analysis  13. Evaluating Salesperson Performance