Sales Force Management, 10e 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 10th edition. This edition
integrates new, innovative learning tools and the latest in sales management theory and
practice
Table of Contents
1 Introduction to Sales Management in the Twenty-First Century
PART ONE 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 TWO 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 THREE Evaluation and Control of the Sales Program
12 Cost Analysis
13 Evaluating Salesperson Performance
Comprehensive Cases for Part Three
NOTES
CASE INDEX
NAME INDEX
SUBJECT INDEX
512 pages, Paperback