SALES FORCE MANAGEMENT: LEADERSHIP, INNOVATION, TECHNOLOGY
Mark W. Johnston and Greg W. Marshall, 11th edition (2013), 542 pages

Now published by Routledge/Taylor & Francis (prior editions published by McGraw-Hill)

Companion Website: www.routledge.com/cw/johnston

About the Authors
Preface

1. Introduction to Sales Management in the Twenty-First Century

PART ONE: FORMULATION OF A SALES PROGRAM

2. The Process of Buying and Selling
3. Linking Strategies and the Sales Role in the Era of Customer Relationship Management
4. Organizing the Sales Effort
5. The Strategic Role of Information in Sales Management

Comprehensive Cases for Part One

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

Comprehensive Cases for Part Two

PART THREE: EVALUATION AND CONTROL OF THE SALES PROGRAM

12. Cost Analysis
13. Evaluating Salesperson Performance

Comprehensive Cases for Part Three

Endnotes
Name Index
Subject Index

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