Sales Force Management: Leadership, Innovation, Technology - 11th edition

by Mark W. Johnston, Greg W. Marshall

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.

Genres: Management, Business

576 pages, Paperback

First published May 2, 1993

Reviews

[Chantel · Rating 5 out of 5]

Churchill Ford and Walker's Sales Force Management
Author: Mark W. Johnston, Greg W. Marshall, Neil M. Ford, Orville C. Walker, Gilbert A. Sales Force Management Churchill
Book Type: Hardcover

A very interesting baccalaureate/college level textbook. I learned so much about dealing with ALL employees of my small business from this book. It also helped me relate to the hordes of sales people who came through the doors of my business trying to sell me something too!!

[Vennittah · Rating 2 out of 5]

Good book but the material wasn't spectacular