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Churchill/Ford/Walker's Sales Force Management (Mcgraw-Hill/Irwin Series in Marketing)
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Binding: Hardcover
Dewey Decimal Number: 658.81
EAN: 9780072961836
Edition: 8
ISBN: 007296183X
Label: McGraw-Hill/Irwin
Manufacturer: McGraw-Hill/Irwin
Number Of Items: 1
Number Of Pages: 512
Publication Date: May 02, 2005
Publisher: McGraw-Hill/Irwin
Studio: McGraw-Hill/Irwin
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Editorial Review:
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 era.
Customer Reviews
Average Rating: 
Rating: - Good textbook
This text is well written and easy to follow. The case analysis included are modern and very appropriate for the most part. There are a few I found a little frustrating but all in all this was good reading especially for a textbook. I will keep this one for future reference.
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