Churchill/Ford/Walker's Sales Force Management - Rilegato

Johnston, Mark; Marshall, Greg

Rilegato

ISBN 10: 007296183X ISBN 13: 9780072961836

Casa editrice: McGraw-Hill Education, 2005

Riassunto

The primary goal of Sales Force Management, 8e is to offer students the most comprehensive, up-to-date, and integrated overview of the theory, research, and management practices relevant to sales management. In revising the book we continue to focus on creating a book that enables students to take the wealth of information available and apply it to “real world” sales management problems and opportunities. The Eighth Edition, like the others before it, showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications, and the use of state-of-the-art technologies this edition combines in one source real world sales management “best practices” with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the Eighth Edition to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship era.

Su questo libro

L'autore:

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.

Contenuti:

Chapter 1 Introduction to Sales Management in the Twenty-First Century

Part One: Formulation of the Sales Program

Chapter 2 The Process of Buying and Selling

Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Chapter 4 Organizing the Sales Effort

Chapter 5 The Strategic Role of Information in Sales Management

Part Two: Implementation of the Sales Program

Chapter 6 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Chapter 7 Salesperson Performance: Motivating the Sales Force

Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Chapter 9 Sales Force Recruitment and Selection

Chapter 10 Sales Training: Objectives, Techniques, and Evaluation

Chapter 11 Designing Compensation and Incentive Programs

Part Three: Evaluation and Control of the Sales Program

Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands

Chapter 13 Behavior and Other Performance Analyses

Su questa edizione

• Editore: McGraw-Hill Education
• Data di pubblicazione: 2005
• ISBN 10: 007296183X
• ISBN 13: 9780072961836
• Rilegatura: Copertina rigida
• Numero di pagine: 491