Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets
Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets
- ISBN 13:
9780072826340
- ISBN 10:
0072826347
- Edition: 7th
- Format: Hardcover
- Copyright: 07/22/2002
- Publisher: McGraw-Hill/Irwin
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Summary
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.