{"title":"Sales Force Recruitment and Selection","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781003134688-9","DOIUrl":"https://doi.org/10.4324/9781003134688-9","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"6 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-11-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128111747","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-11-18DOI: 10.4324/9781003134688-12
Mark W. Johnston, Greg W. Marshall
{"title":"Cost Analysis","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781003134688-12","DOIUrl":"https://doi.org/10.4324/9781003134688-12","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-11-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126459833","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-14DOI: 10.4324/9781315668062-18
Mark W. Johnston, Greg W. Marshall
{"title":"Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781315668062-18","DOIUrl":"https://doi.org/10.4324/9781315668062-18","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128059095","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-14DOI: 10.4324/9781315668062-11
Mark W. Johnston, Greg W. Marshall
{"title":"The Process of Selling and Buying","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781315668062-11","DOIUrl":"https://doi.org/10.4324/9781315668062-11","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"473 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122741293","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-14DOI: 10.4324/9781315668062-20
Mark W. Johnston, Greg W. Marshall
{"title":"Sales Training: Objectives, Techniques, and Evaluation","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781315668062-20","DOIUrl":"https://doi.org/10.4324/9781315668062-20","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"20 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117124992","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-14DOI: 10.4324/9781315668062-16
Mark W. Johnston, Greg W. Marshall
{"title":"Salesperson Performance: Behavior, Role Perceptions, and Satisfaction","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781315668062-16","DOIUrl":"https://doi.org/10.4324/9781315668062-16","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"279 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124481931","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-14DOI: 10.4324/9781315668062-13
Mark W. Johnston, Greg W. Marshall
{"title":"Organizing the Sales Effort","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781315668062-13","DOIUrl":"https://doi.org/10.4324/9781315668062-13","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"13 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124497383","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Introduction to Sales Management in the Twenty-First Century","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781315668062-9","DOIUrl":"https://doi.org/10.4324/9781315668062-9","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128490376","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-14DOI: 10.4324/9781003134688-13
Greg W. Marshall
{"title":"Evaluating Salesperson Performance","authors":"Greg W. Marshall","doi":"10.4324/9781003134688-13","DOIUrl":"https://doi.org/10.4324/9781003134688-13","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"122 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134427353","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2016-04-14DOI: 10.4324/9781315668062-12
Mark W. Johnston, Greg W. Marshall
{"title":"Linking Strategies and the Sales Role in the Era of CRM and Data Analytics","authors":"Mark W. Johnston, Greg W. Marshall","doi":"10.4324/9781315668062-12","DOIUrl":"https://doi.org/10.4324/9781315668062-12","url":null,"abstract":"","PeriodicalId":106485,"journal":{"name":"Sales Force Management","volume":"2 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128527934","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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