Sales force management /
Johnston, Mark W.
Sales force management / Mark W. Johnston, Greg W. Marshall. - 10 ed. - New York : McGraw-Hill, 2009. - 480 p. : il., diagrs., tablas geneal., ejems., etc.
Incluye referencias bibliográficas, índice, etc.
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 -- Implementation of the sales program -- Salesperson performance: behavior, role perceptions, and satisfaction -- Salesperson performance: motivationg 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 -- Evaluation and control of the sales program -- cost analysis -- Evaluating salesperson performance -- Cap. 1. Pte. 1. Cap. 2. 3. 4. 5. Comprehensive cases for part one -- Pte. 2. Cap. 6. 7. 8. 9. 10. 11. Comprehensive cases for part two -- Pte. 3. Cap. 12. 13. Comprehensive cases for part three
Disponible en la Colección General.
9780073404851 (pasta dura) 0073404853 (pasta dura)
Administración de Ventas
Sales Management--Cases Studies
Sales Management
658.81 / J72b
Sales force management / Mark W. Johnston, Greg W. Marshall. - 10 ed. - New York : McGraw-Hill, 2009. - 480 p. : il., diagrs., tablas geneal., ejems., etc.
Incluye referencias bibliográficas, índice, etc.
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 -- Implementation of the sales program -- Salesperson performance: behavior, role perceptions, and satisfaction -- Salesperson performance: motivationg 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 -- Evaluation and control of the sales program -- cost analysis -- Evaluating salesperson performance -- Cap. 1. Pte. 1. Cap. 2. 3. 4. 5. Comprehensive cases for part one -- Pte. 2. Cap. 6. 7. 8. 9. 10. 11. Comprehensive cases for part two -- Pte. 3. Cap. 12. 13. Comprehensive cases for part three
Disponible en la Colección General.
9780073404851 (pasta dura) 0073404853 (pasta dura)
Administración de Ventas
Sales Management--Cases Studies
Sales Management
658.81 / J72b