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Tables of Contents for Churchill/Ford/Walker''s Sales Force Management
Chapter/Section Title
Page #
Page Count
Overview of Sales Management and the Selling Environment
1
31
PART ONE Formulation of the Sales Program
32
200
The Process of Buying and Selling
34
29
Linking Strategies and the Sales Role in the Era of Customer Relationship Management
63
32
Organizing the Sales Effort
95
29
The Strategic Role of Information in Sales Management
124
108
Comprehensive Cases for Part One
171
61
PART TWO Implementation of the Sales Program
232
216
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
234
28
Salesperson Performance: Motivating the Sales Force
262
29
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
291
24
Sales Force Recruitment and Selection
315
26
Sales Training: Objectives, Techniques, and Evaluation
341
28
Designing Compensation and Incentive Programs
369
79
Comprehensive Cases for Part Two
403
45
PART THREE Evaluation and Control of the Sales Program
448
115
Cost Analysis
450
26
Behavior and Other Performance Analyses
476
87
Comprehensive Cases for Part Three
503
60
Notes
563
20
Case Index
583
1
Name Index
584
8
Subject Index
592