Churchill/Ford/Walker’s Sales Force Management 7/e
Mark Johnston and Greg Marshall
Chapter 1 Overview of Sales Management and the Selling Environment Part One: Formulation of the Sales Program Chapter 2 The Process of Buying and Selling Chapter 3 Linking Strategies and the Sales Role in the Era of Customer Relationship Management Chapter 4 Organizing the Sales Effort Chapter 5 The Strategic Role of Information in Sales Management Part Two: Implementation of the Sales Program Chapter 6 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction Chapter 7 Salesperson Performance: Motivating the Sales Force Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Chapter 9 Sales Force Recruitment and Selection Chapter 10 Sales Training: Objectives, Techniques, and Evaluation Chapter 11 Designing Compensation and Incentive Programs Part Three: Evaluation and Control of the Sales Program Chapter 12 Cost Analysis Chapter 13 Behavior and Other Performance Analyses | 
2002 McGraw-Hill Higher Education