Sales Force Management by Mark W. Johnston, Greg W. Marshall, Greg W. Marshall

From the Publisher

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.

Product Details

• ISBN: 007296183X
  
• ISBN-13: 9780072961836
• Format: Textbook Hardcover, 512pp
• Publisher: McGraw-Hill Companies, The
• Pub. Date: May 2005
• Edition Description: Older Edition
• Edition Number: 8
• Sales Rank: 571,237
• Series: The McGraw-Hill/Irwin Series in Marketing

• Table of Contents

Table of Contents