Johnston, Mark W. <br/><br/>
Churchill/Ford/Walker's sales force management / 
Mark W. Johnston, Greg W. Marshall. 
 - 10th ed. 
 - New York, NY :  McGraw-Hill Companies,  c2011. 
 - xvi, 480 p. :  ill. ;  27 cm. 
<br/><br/>Includes bibliographical references (p. 449-465) and indexes. 
<br/><br/>Introduction to sales management in the twenty-first century -- The process of selling and buying -- Linking strategies and the sales role in the era of customer relationship management -- Organizing the sales effort -- The strategic role of information in sales management -- Salesperson performance : behavior, role perceptions, and satisfaction -- Salesperson performance : motivating the sales force -- Personal characteristics and sales aptitude : criteria for selecting salespeople -- Sales force recruitment and selection -- Sales training : objectives, techniques, and evaluation -- Salesperson compensation and incentives -- Cost analysis -- Evaluating salesperson performance. 
<br/><br/><label>ISBN: </label>9780073404851 (alk. paper) 0073404853 (alk. paper) 
<br/><br/><label>LCCN: </label>2009052725 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>LC Class. No.: </label>HF5438.4  / .C48 2011 
<br/><br/><label>Dewey Class. No.: </label>658.8/1