| Title : | Churchill, Ford & Walker's sales force management | | Material Type: | printed text | | Authors: | Mark W. Johnston ; Gilbert A. Churchill ; Neil M. Ford ; Greg W. Marshall ; Orville C. Walker | | Edition statement: | 9th ed. | | Publisher: | Boston, MA : McGraw-Hill Irwin | | Publication Date: | 2009 | | Pagination: | xx, 524 p. | | Layout: | ill. (some col.), charts | | Size: | 26 cm | | ISBN (or other code): | 978-0-07-128805-7 | | Class number: | 658.81 | | Abstract: | This ninth edition carries on the tradition from previous editions, incorporating the latest research and management practices into an easy to read yet comprehensive learning tool. You will notice many changes particularly in the amount and format of application orientated student focused learning exercises. This edition integrated new innovative learning tool and the latest in sales management theory and practice. At the same time we have taken great care to preserve the excellent framework and principles from editions one through seven. | | Contents note: | Part 1:Formulation of a sales programme. Part 2:Implementation of the sales programme. Part 3:Evaluation and control of the sales programme |
Churchill, Ford & Walker's sales force management [printed text] / Mark W. Johnston ; Gilbert A. Churchill ; Neil M. Ford ; Greg W. Marshall ; Orville C. Walker . - 9th ed. . - Boston, MA : McGraw-Hill Irwin, 2009 . - xx, 524 p. : ill. (some col.), charts ; 26 cm. ISBN : 978-0-07-128805-7 | Class number: | 658.81 | | Abstract: | This ninth edition carries on the tradition from previous editions, incorporating the latest research and management practices into an easy to read yet comprehensive learning tool. You will notice many changes particularly in the amount and format of application orientated student focused learning exercises. This edition integrated new innovative learning tool and the latest in sales management theory and practice. At the same time we have taken great care to preserve the excellent framework and principles from editions one through seven. | | Contents note: | Part 1:Formulation of a sales programme. Part 2:Implementation of the sales programme. Part 3:Evaluation and control of the sales programme |
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Churchill, Ford & Walker's sales force management
