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Test Bank for Sales Force Management: Leadership, Innovation, Technology 13th Edition by Mark Johnston and Greg Marshall isbn-9780367682088

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Test Bank for Sales Force Management: Leadership, Innovation, Technology 13th Edition by Mark Johnston and Greg Marshall isbn-9780367682088 "Sales Force Management: Leadership, Innovation, Technology, 13th Edition" by Mark W. Johnston and Greg W. Marshall is structured into three main parts, each focusing on different aspects of sales management. The chapters are as follows: Part One: Formulation of a Sales Program 1. Introduction to Sales Management in the Twenty-First Century 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of CRM and 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

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