000			01778cam a2200337 a 4500
001			16033426
003			UoK
005			20180911154746.0
008			091223s2010 nyua b 001 0 eng
010			_a 2009052725
020			_a9780073404851 (alk. paper)
020			_a0073404853 (alk. paper)
040			_aDLC _cDLC
050	0	0	_aHF5438.4 _b.C48 2011
082	0	0	_a658.8/1 _222
100	1		_aJohnston, Mark W.
245	1	0	_aChurchill/Ford/Walker's sales force management / _cMark W. Johnston, Greg W. Marshall.
250			_a10th ed.
260			_aNew York, NY : _bMcGraw-Hill Companies, _cc2011.
300			_axvi, 480 p. : _bill. ; _c27 cm.
504			_aIncludes bibliographical references (p. 449-465) and indexes.
505	0		_aIntroduction 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.
650		0	_aSales management.
700	1		_aChurchill, Gilbert A.
700	1		_aFord, Neil M.
700	1		_aWalker, Orville C.
700	1		_aMarshall, Greg W.
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cLL
999			_c2670 _d2670