Sales Force Management
Published in February 2000
Book
Paperback/Softback
768 pages
978-0-07-116170-1 (ISBN)
Description
This flexible text and casebook is research/theory based. It cites the theoretical foundations of sales management and aims to appeal to a variety of teaching approaches. Topics discussed include formulation of a strategic sales programme, organizing the sales force, and demand estimation.
More details
Edition
International 2 Revised ed
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Dimensions
Height: 230 mm
Weight
1429 gr
ISBN-13
978-0-07-116170-1 (9780071161701)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Gilbert A. Churchill | etc.
Sales Force Management: With Excel Spreadsheets
Book
09/2002
7th Edition
McGraw-Hill Publishing Co.
€53.31
Article is exhausted; no reprint
Previous edition
Gilbert A. Churchill | Neil Ford | Orville C. Walker
Sales Force Management
Book
10/1996
McGraw-Hill Education (ISE Editions)
€37.19
Article exhausted; check for reprint
Persons
Content
An overview of sales management; the strategic role of selling and sales management. Part 1 Formulation of a strategic sales programme: the process of buying and selling; environmental influences on sales programmes and performance; organizing the sales force; demand estimation and sales quotas; sales territories; cases for part 1. Part 2 Implemenation of the sales programme: salesperson performance - behaviour, 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; designing compensation and incentive programmes; cases for part 2. Part 3 Evaluation and control of the sales programme: sales analysis; cost analysis; behaviour and other performance analyses; cases for part 3.