Churchill, Ford, Walker's Sales Force Management

Johnston Mark W. Marshall Greg W.
Heftet / 2008 / Engelsk

Produktdetaljer

ISBN
9780071288057
Publisert
2008-05-01
Utgave
9. utgave
Utgiver
Vendor
McGraw Hill Higher Education
Vekt
1010 gr
Høyde
254 mm
Bredde
203 mm
Dybde
23 mm
Aldersnivå
G, 01
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
512

Forfatter
Johnston Mark W.
Marshall Greg W.

Biographical note

Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance. Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on 'Strategic Issues in Selling and Sales Management"

Churchill, Ford, Walker's Sales Force Management

Johnston Mark W. Marshall Greg W.
Heftet / 2008 / Engelsk
Johnston Mark W. Marshall Greg W.
Heftet / 2008 / Engelsk
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"Sales Force Management, 9e" remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text - from which instructors love to teach - remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers' activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance.The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
Les mer
Portrays sales managers' activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. This edition integrates innovative learning tools and the developments in sales management theory and practice.
Les mer
1: Overview of Sales Management and the Selling Environment Part One: Formulation of a Sales Program 2: The Process of Buying and Selling 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 Part Two: 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: Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program 12: Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands 13: Behavior and Other Performance Analyses
Les mer

Relaterte produkter

"Sales Force Management, 9e" remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text - from which instructors love to teach - remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers' activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance.The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
Les mer
Portrays sales managers' activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. This edition integrates innovative learning tools and the developments in sales management theory and practice.
Les mer
1: Overview of Sales Management and the Selling Environment Part One: Formulation of a Sales Program 2: The Process of Buying and Selling 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 Part Two: 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: Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program 12: Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands 13: Behavior and Other Performance Analyses
Les mer

Produktdetaljer

ISBN
9780071288057
Publisert
2008-05-01
Utgave
9. utgave
Utgiver
Vendor
McGraw Hill Higher Education
Vekt
1010 gr
Høyde
254 mm
Bredde
203 mm
Dybde
23 mm
Aldersnivå
G, 01
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
512

Forfatter
Johnston Mark W.
Marshall Greg W.

Biographical note

Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance. Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on 'Strategic Issues in Selling and Sales Management"

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