Sales Force Management or Enterprise Resource Planning

Sales Force Management

Author: Mark W Johnston

Churchill, Ford, and Walker's Sales Force Management, 7/e, now authored by Johnston and Marshall, is a research/ theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. This book will appeal to a variety of teaching approaches-to those instructors who primarily emphasize the lecture-discussion approach or to those who prefer case-oriented instruction. No matter what approach is used, the research/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of Innovation, Leadership, and Technology combine to make this text a leader in the sales management market.t.

Table of Contents:

Ch. 1	Overview of Sales Management and the Selling Environment	1
Pt. 1	Formulation of the Sales Program	32
Ch. 2	The Process of Buying and Selling	34
Ch. 3	Linking Strategies and the Sales Role in the Era of Customer Relationship Management	63
Ch. 4	Organizing the Sales Effort	95
Ch. 5	The Strategic Role of Information in Sales Management	124
Pt. 2	Implementation of the Sales Program	232
Ch. 6	Salesperson Performance: Behavior, Role Perceptions, and Satisfaction	234
Ch. 7	Salesperson Performance: Motivating the Sales Force	262
Ch. 8	Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople	291
Ch. 9	Sales Force Recruitment and Selection	315
Ch. 10	Sales Training: Objectives, Techniques, and Evaluation	341
Ch. 11	Designing Compensation and Incentive Programs	369
Pt. 3	Evaluation and Control of the Sales Program	448
Ch. 12	Cost Analysis	450
Ch. 13	Behavior and Other Performance Analyses	476
	Notes	563
	Case Index	583
	Name Index	584
	Subject Index	592

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Enterprise Resource Planning

Author: Mary Sumner

This book takes a generic approach to enterprise resource planning systems and their interrelationships, covering all functional areas of this new type of management challenge. It discusses the re-design of business processes, changes in organizational structure, and effective management strategies that will help assure competitiveness, responsiveness, productivity, and global impact for many organizations in the years ahead.

Specific chapter topics cover the evolution of enterprise resource planning systems; their planning, design, and implementation; relationship to sales and marketing, accounting and finance, and production and materials management; managing an ERP project; and supply chain management and the eMarketplace.

For business consultants and management personnel involved in process re-engineering, and information systems specialists.

Table of Contents:

Ch. 1	A foundation for understanding enterprise resource planning systems	1
Ch. 2	Re-engineering and enterprise resource planning systems	17
Ch. 3	Planning, design, and implementation of enterprise resource planning systems	39
Ch. 4	ERP systems : sales and marketing	58
Ch. 5	ERP systems : accounting and finance	72
Ch. 6	ERP systems : production and materials management	87
Ch. 7	ERP systems : human resources	102
Ch. 8	Managing and ERP project	112
Ch. 9	Supply chain management and the emarketplace	132
	Integrated case study : Bandon Group, Inc.	151