Johnston, Mark W. <br/><br/>
Sales force management / 
Mark W. Johnston, Greg W. Marshall. 
 - 10 ed. 
 - New York :  McGraw-Hill,  2009. 
 - 480 p. :  il., diagrs., tablas geneal., ejems., etc. 
<br/><br/>Incluye referencias bibliográficas, índice, etc. 
<br/><br/> 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 
<br/><br/><br/>Disponible en la Colección General. 
<br/><br/><label>ISBN: </label>9780073404851  (pasta dura) 0073404853  (pasta dura) 
<br/><br/><label>Subjects--Uniform Titles: </label><br/>Administración de Ventas
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales Management--Cases Studies<br/>Sales Management
<br/><br/><label>Dewey Class. No.: </label>658.81  / J72b