Sales force management : leadership, innovation, technology.: leadership, innovation, technology. (2020)

• Record Type: Book
• Authors: Johnston, Mark W; Marshall, Greg W
• Contents: 1. Introduction to Sales Management in the Twenty-First Century Part 1: Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of CRM and Data Analytics 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Part 2: 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 Part 3: Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance
• Edition: Thirteenth edition
• Publisher Details: London : Routledge
• Publication Date: 2020
• Extent: 1 online resource, illustrations (black and white, and colour)
• Subjects: 658.8101; Sales force management; Sales management
• Languages: English
• ISBNs: 9781000317510; 9781000300505; 9781000316858; 9781003134688
• Related ISBNs: 9780367682064
• Notes: Note: Includes bibliographical references and index.; Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.