Sales Force Management - Brossura

Johnston, Mark; Marshall, Greg

Brossura

ISBN 10: 0071220917 ISBN 13: 9780071220910

Casa editrice: McGraw-Hill Education, 2010

Riassunto

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

Su questo libro

L'autore:

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics in the Roy E. Crummer Graduate School of Business at 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 been published in a number of professional journals including Journal of Marketing Research, Journal of Applied Psychology, Journal of Business Ethics, Journal of Marketing Education, Journal of Personal Selling & Sales Management and many others. Mark is also an active member in the American Marketing Association and Academy of Marketing Science. Mark has been retained as a consultant for firms in a number of industries including personal health care, chemical, transportation, hospitality, and telecommunications. He has consulted on a wide range of issues involving strategic business development, sales force structure and performance, international market opportunities, and ethical decision-making. Mark also works with MBA students on consulting projects around the world for companies such as Tupperware, Disney, and Johnson & Johnson. He has conducted seminars globally on a range of topics including the strategic role of selling in the organization, developing an ethical framework for decision-making, improving business unit performance, and structuring an effective international marketing department. Mark continues to provide specialized seminars to top managers on strategic marketing issues. For more than two decades Mark has taught Marketing Management working with thousands of students. His hands-on, real world approach to marketing management has earned him a number of teaching awards.

Contenuti:

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

Su questa edizione

• Editore: McGraw-Hill Education
• Data di pubblicazione: 2010
• ISBN 10: 0071220917
• ISBN 13: 9780071220910
• Rilegatura: Copertina flessibile
• Numero di pagine: 512