Sales Force Management

by Gilbert A. Churchill

This is a research/theory-based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. It will appeal to a variety of teaching to those instructors who primarily emphasize the lecture-discussion approach, or to those who prefer case-oriented instruction. No matter which 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.

928 pages, Paperback

First published January 1, 1985