Introduction 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.
OBNB doesn't sell books, but you may be able to find a copy at one of these websites:
Churchill/Ford/Walker's sales force management by Mark W. Johnston. ISBN 9780073404851. Published by McGraw-Hill Irwin in 2011. Publication and catalogue information, links to buy online and reader comments.
