Description
Book SynopsisIn this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book's reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration. By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. Pedagogical features include:Engaging breakout questions designed to spark lively discussionLeadership Challenge assignments and Minicases at the end of every chapter are to help students understand and apply the principles they have learned in the classroomLeadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their m
Table of Contents1. 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
