Johnston, Mark W., author. <br/><br/>
Sales force management :  leadership, innovation, technology / 
Mark W. Johnston and Greg W. Marshall. 
 - Twelfth edition. 
 - New York :  Taylor & Francis; Routledge,  c2016. 
 - xxviii, 465 pages ;  26 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>Chapter 1 : Introduction to sales management in the twenty-first century<br/>Part I : Formulation of a sales program<br/>Chapter 2 : The process of selling and buying<br/>Chapter 3 : Linking strategies and the sales role in the era of CRM and data analysis<br/>Chapter 4 : Organizing the sales effort<br/>Chapter 5 : The strategic role of information in sales management<br/>Part II : Implementation of the sales program<br/>Chapter 6 : Sales performance : behavior, role perceptions, and satisfaction<br/>Chapter 7 : Salesperson performance : motivating the sales force<br/>Chapter 8 : Personal characteristics and sales aptitude : criteria for selecting salespeople<br/>Chapter 9 : Sales force recruitment and selection<br/>Chapter 10 : Sales training : objectives, techniques, and evaluation<br/>Chapter 11 : Salesperson compensation and incentives<br/>Part III : Evaluation and control of the sales program<br/>Chapter 12 : Cost analysis<br/>Chapter 13 : Evaluating salesperson performance<br/><br/> 
<br/><br/><br/>In English text. 
<br/><br/><label>ISBN: </label>9781138282766 (Reprint) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>LC Class. No.: </label>CIR HF 5438.4  / J64 2016