Description

Sales Force Management Leadership, Innovation, Technology 13th Edition By Mark W. Johnston

Table of Contents

1. Introduction to Sales Management in the Twenty-First Century

Part 1: Formulation of a Sales Program

2. The Process of Selling and Buying

3. Linking Strategies and the Sales Role in the Era of CRM and Data Analytics

4. Organizing the Sales Effort

5. The Strategic Role of Information in Sales Management

Part 2: 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

Part 3: Evaluation and Control of the Sales Program

12. Cost Analysis

13. Evaluating Salesperson Performance