Churchill/ford/walker's sales force management / Mark Johnston.
Series: Mcgraw-hill/irwin series in mar: Publisher: [S.l.] : McGraw-Hill/Irwin, 2005Edition: 8th edDescription: 512 p. ; 27 cmISBN: 007296183X; 9780072961836DDC classification: 658.81 Online resources: Amazon.com | Amazon customer reviews Summary: The primary goal of Sales Force Management, 8e is to offer students the most comprehensive, up-to-date, and integrated overview of the theory, research, and management practices relevant to sales management. In revising the book we continue to focus on creating a book that enables students to take the wealth of information available and apply it to �real world� sales management problems and opportunities. The Eighth Edition, like the others before it, showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications, and the use of state-of-the-art technologies this edition combines in one source real world sales management �best practices� with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the Eighth Edition to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship| Item type | Current location | Home library | Collection | Call number | Status | Date due | Barcode | Item holds |
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Book
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Central Library (CL) | Central Library (CL) | NFIC | 658.81 (Browse shelf) | Available | NBS7376 |
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| 658.809 BAT 2011 Services Marketing | 658.809 LOV 2011 Services Marketing. | 658.80954 SRI Case Studies in Marketing. | 658.81 Churchill/ford/walker's sales force management / | 658.81 FEN How to sell against competition. | 658.81 FOX 2006 Secrets of great rainmakers : | 658.81 JOB 2012 Selling and Sales Management |
Hardcover.
The primary goal of Sales Force Management, 8e is to offer students the most comprehensive, up-to-date, and integrated overview of the theory, research, and management practices relevant to sales management. In revising the book we continue to focus on creating a book that enables students to take the wealth of information available and apply it to �real world� sales management problems and opportunities. The Eighth Edition, like the others before it, showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications, and the use of state-of-the-art technologies this edition combines in one source real world sales management �best practices� with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the Eighth Edition to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship
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