販売力管理（第１２版） Sales Force Management : Leadership, Innovation, Technology（12 NED）

著者名：Johnston, Mark W./Marshall, Greg W.

Routledge（2016/04/14発売）

• 言語：ENG
• ISBN：9781138951716
• eISBN：9781317359982

Description

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice.

Pedagogical features include:　

• Engaging breakout questions designed to spark lively discussion
• Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom
• Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers
• New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales
• Role Plays that enable students to learn by doing
• A selection of comprehensive sales management cases on the companion website

A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Table of Contents

1. Introduction to Sales Management in the Twenty-First Century  Part One Formulation of a Sales Program  2. The Process of Selling and Buying  3. Linking Strategies and the Sales Role in the Era of CRM & Data Analytics  4. Organizing the Sales Effort  5. The Strategic Role of Information in Sales Management  Part Two Implementation of the Sales Program  6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction  7. Salesperson Performance: Motivating the Sales Force  8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople  9. Sales Force Recruitment and Selection  10. Sales Training: Objectives, Techniques, and Evaluation  11. Salesperson Compensation and Incentives  Part Three Evaluation and Control of the Sales Program  12. Cost Analysis  13. Evaluating Salesperson Performance