TY  - BOOK
AU  - Johnston,Mark W.
AU  - Marshall,Greg W
TI  - Sales force management
SN  - 9780073404851
U1  - 658.81 21 ed.
PY  - 2009///
CY  - New York
PB  - McGraw-Hill
KW  - Administración de Ventas
KW  - Sales Management
KW  - Cases Studies
N1  - Incluye referencias bibliográficas, índice, etc; Cap; 1; Introduction to sales management in the twenty-first century --; Pte; 1; Formulation of a sales program --; Cap; 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 --; Pte; 2; Implementation of the sales program --; Cap; 6; Salesperson performance: behavior, role perceptions, and satisfaction --; 7; Salesperson performance: motivationg 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 --; Pte; 3; Evaluation and control of the sales program --; Cap; 12; cost analysis --; 13; Evaluating salesperson performance --; Comprehensive cases for part three
ER  -