Churchill/Ford/Walker's Sales Force Management

• Main Authors: Johnston, Mark W (Author), Churchill, Gilbert A (Author), Ford, Neil M (Author), Walker, Orville C (Author), Marshall, Greg W (Author)
• Format: Book
• Language: English
• Published: Boston McGraw-Hill/Irwin 2006
• Edition: 8th ed
• Series: McGraw-Hill/Irwin series in marketing
• Subjects: Sales management
• Online Access: Click Here to View Status and Holdings.
• Physical Description: xvii, 491 pages illustrations 26 cm
• Bibliography: Includes bibliographical references and indexes
• ISBN: 0071116052; 9780071116053

Aims to offer an overview of the theory, research and practices relevant to sales management. This book showcases how real managers use theory and research in their own organizations. It combines real world sales management "best practices" with research and theory. It is useful for both undergraduate and graduate business students.