Sales Force Management: Leadership, Innovation, TechnologyRoutledge, 14 àÁ.Â. 2016 - 494 ˹éÒ In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include:
A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors. |
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Introduction to Sales Management in the TwentyFirst Century | 1 |
FORMULATION OF A SALES PROGRAM | 27 |
The Process of Selling and Buying | 29 |
Linking Strategies and the Sales Role in the Era of CRM and Data Analytics | 65 |
Organizing the Sales Effort | 105 |
The Strategic Role of Information in Sales Management | 137 |
IMPLEMENTATION OF THE SALES PROGRAM | 191 |
Salesperson Performance Behavior Role Perceptions and Satisfaction | 193 |
Sales Force Recruitment and Selection | 278 |
Sales Training Objectives Techniques and Evaluation | 312 |
Salesperson Compensation and Incentives | 339 |
EVALUATION AND CONTROL OF THE SALES PROGRAM | 371 |
Cost Analysis | 373 |
Evaluating Salesperson Performance | 406 |
Endnotes | 435 |
454 | |
Salesperson Performance Motivating the Sales Force | 223 |
Personal Characteristics and Sales Aptitude Criteria for Selecting Salespeople | 254 |
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Sales Force Management: Leadership, Innovation, Technology Mark W. Johnston,Greg W. Marshall ªÁºÒ§Êèǹ¢Í§Ë¹Ñ§Ê×Í - 2016 |
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ability account management activities activity-based cost allocated approach behavior buyers buying center chapter characteristics company’s compensation plan costs CRM system customer relationship customer relationship management customer’s decision determine develop discussed effective effort employees environment ethical example Exhibit expected expenses Facebook factors firm firm’s function Greg W gross margin hiring identify impact important incentive increase individual individual’s industry interviews involved Journal of Personal key account LinkedIn Marketing Management measures motivation needs objectives organizational percent personal selling potential problems profit promotion purchase questions recruiting relationship selling require rewards role conflict salary sales analysis sales force Sales Force Management sales forecast sales jobs sales managers sales organization sales performance sales representatives sales reps sales territories sales training sales volume salespeople salesperson performance selection Selling & Sales skills social media specific strategy success suppliers telemarketing tion types valences variables