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Sales Force Management
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Sales Force Management

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Sales Force Management

Mark W Johnston Greg W Marshall

Published by Tata Mcgraw Hill Publishing Co Ltd | Language - English | Binding - Paper Back

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` 1095

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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

Key Features:

Research Based: The text includes the latest theories and applications for modern sales force management, keeping the student abreast of classic and current research, application trends, and critical changes in the field.

Boxed Examples: Innovation, Technology, and Leadership boxes are designed to illustrate the material presented in each chapter. Students will make connections to the theory and application concepts in the text and how the sales managers can greatly increase the success of their firms.

Pedagogical Richness: Key Terms lists highlight the most important concepts in the text so students better know what to focus on. This text also has numerous industry examples and applications.

Comprehensive, Integrative Cases: New and updated cases are provided in the ninth edition. Six popular cases are updated to incorporate in new technologies and managerial concepts.

Strategic Partnership with HR Chally Group: HR Chally Group joins the ninth edition of Sales Force Management as a strategic partner. This group is the leading global consultancy focused on enterprise-wide talent management.

Role Plays: Incorporates the latest in state-of-the-art sales management training in the form of role plays that faculty can use throughout the course. Each role play enables students to work together to employ important sales management concepts they have learned in that particular chapter.

Leadership Challenge: Each end-of-chapter contains updated"Leadership Challenge" feature boxes which puts the students in real life sales management situations and asks them to solve the problem. This feature engages students more directly in learning and applying leadership issues.
About the Author:

Greg Marshall
Charles Harwood Professor of Marketing and Strategy in the Crummer Graduate School of Business at Rollins College, Winter Park, Florida. He earned his Ph.D. in marketing from Oklahoma State University. Greg?s industry experience includes 13 years in selling and sales management, product management, and retailing with companies such as Warner Lambert, Mennen, and Target Stores. When he left Warner Lambert in 1986 to enter academe, he was the manager of the top-performing sales district in the United States. In addition, he has served as a consultant and trainer for a variety of organizations in both the private and public sectors, primarily in the areas of marketing planning, strategy development, and service quality.

M. Johnston
Alan and Sandra Gerry Professor of Marketing and Ethics 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 and marketing 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, Journal of Personal Selling & Sales Management, and many others.
Table of Content:

Chapter 1: Introduction to Sales Management in the Twenty-First Century


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


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


Chapter 12: Cost Analysis

Chapter 13: Evaluating Salesperson Performance


Book: Sales Force Management
Author: , ,
ISBN-13: 9780070080553
Product Code EBK0094494
Binding: Paper Back
Publishing Date: 2014
Publisher: Tata Mcgraw Hill Publishing Co Ltd
Language: English

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