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Sales Force Management (Special Indian Edition), (Ninth Edition) by M. Johnston Greg Marshall - Paperback - 5th or later edition - 2008 - from Vikram Jain and

Note: Cover may not represent actual copy or condition available

Sales Force Management (Special Indian Edition), (Ninth Edition)

by Greg Marshall,M. Johnston

Condition: New

McGraw Hill Education, 2008. 5th or later edition. Softcover. New. This ninth edition carries on the tradition from previous editions, incorporating the latest research and management practices into an easy-to-read yet comprehensive learning tool. You will notice many changes, particularly in the amount and format of application-oriented, student-focused learning exercises. This edition integrates new, innovative learning tools and the latest in sales management theory and practice. At the same time, we have taken great care to preserve the excellent framework and principles from editions one through seven. In short, we have taken the best from earlier editions and added relevant, real-world student learning tools and up-to-date sales management theory and practice to create this ninth edition of Sales Force Management. Table of contents Chapter 1: Introduction to Sales Management in the Twenty-First Century PART I: FORMULATION OF A SALES PROGRAM Chapter 2: The Process of Selling and Buying Chapter 3: Linking Strategies and the Sales Role in the Era of Customer Relationship Management Chapter 4: Organizing the Sales Effort Chapter 5: The Strategic Role of Information in Sales Management PART II: IMPLEMENTATION OF THE SALES PROGRAM Chapter 6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction Chapter 7: Salesperson Performance: Motivating the Sales Force Chapter 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Chapter 9: Sales Force Recruitment and Selection Chapter 10: Sales Training: Objectives, Techniques, and Evaluation Chapter 11: Salesperson Compensation and Incentives PART III: EVALUATION AND CONTROL OF THE SALES PROGRAM Chapter 12: Cost Analysis Chapter 13: Evaluating Salesperson Performance Printed Pages: 588. NA
  • Bookseller: Vikram Jain IN (IN)
  • Bookseller Inventory #: 20502BV
  • Title: Sales Force Management (Special Indian Edition), (Ninth Edition)
  • Author: Greg Marshall,M. Johnston
  • Format/binding: Softcover
  • Book condition: New
  • Quantity available: 500
  • Edition: 5th or later edition
  • Binding: Paperback
  • ISBN 10: 0070080550
  • ISBN 13: 9780070080553
  • Publisher: McGraw Hill Education
  • Place: Noida, Uttar Pradesh, India
  • Date published: 2008
  • Bookseller catalogs: Management;


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