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Churchill/Ford/Walker's Sales Force Management Mark W. Johnston, Greg W. Marshall.
Series McGraw-Hill/ Irwin series in marketingDetalles de publicación: Boston McGraw-Hill/Irwin c2006.Edición: 8th edDescripción: xvii, 491 p. ill. 26 cmISBN:- 007296183X (alk. paper)
- Sales force management [Otro título]
- 658.8/1 22
- HF5438.4 .C48 2006
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| Imagen de cubierta | Tipo de ítem | Biblioteca actual | Biblioteca de origen | Colección | Ubicación en estantería | Signatura topográfica | Materiales especificados | Info Vol | URL | Copia número | Estado | Notas | Fecha de vencimiento | Código de barras | Reserva de ítems | Prioridad de la cola de reserva de ejemplar | Reservas para cursos | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Libro | Biblioteca Encarnación Valdés Colección General bev | 658.8 C5631j8 (Navegar estantería(Abre debajo)) | c.2 | Disponible | 80000002289455 | |||||||||||||
| Libro | Biblioteca Encarnación Valdés Colección General bev | 658.8 C5631j8 (Navegar estantería(Abre debajo)) | Disponible | 80000002289406 |
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Descripciones mejoradas de Syndetics:
Offers an overview of the theory, research, and management practices relevant to sales management. This work enables students to take the information available and apply it to real world sales management problems and opportunities. It also identifies practices, applications, and technologies as well as real world sales management best practices.
Includes bibliographical references and indexes.
Tabla de contenidos provista por Syndetics
- Chapter 1 Introduction to Sales Management in the Twenty-First Century Part One: Formulation of the Sales Program
- Chapter 2 The Process of Buying and Selling
- 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 Two: 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 Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program
- Chapter 12 Cost Analysis: Analyzing the Cost of Implementing CRM for Neobrands
- Chapter 13 Behavior and Other Performance Analyses