Sales Force Management: Leadership, Innovation, Technology                                                                                        

Mark W. Johnston (作者), GregW. Marshall (作者)

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, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice.

About the Author                        Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. He has published in a number of journals including the Journal of Marketing Research and the Journal of Personal Selling and Sales Management.
Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. Greg is an active researcher in selling and sales management, having written numerous journal articles. He is editor of the Journal of Marketing Theory and Practice.

目录              1. Introduction to Sales Management in the Twenty-First Century  
Part I: Formulation of a Sales Program  2. The Process of Selling and Buying  3. Linking Strategies and the Sales Role in the Era of Customer Relationship Management  4. Organizing the Sales Effort  5. The Strategic Role of Information in Sales Management  Comprehensive Cases for Part One
Part II: Implementation of the Sales Program  6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction  7. Salesperson Performance: Motivating the Sales Force  8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople  9. Sales Force Recruitment and Selection  10. Sales Training: Objectives, Techniques, and Evaluation  11. Salesperson Compensation and Incentives  Comprehensive Cases for Part Two  
Part III: Evaluation and Control of the Sales Program  12. Cost Analysis  13. Evaluating Salesperson Performance  Comprehensive Cases for Part Three