Churchill/Ford/Walker's Sales Force Management - Hardcover

Johnston, Mark W.; Marshall, Greg W.

Hardcover

ISBN 10: 0072466480 ISBN 13: 9780072466485

Publisher: McGraw-Hill Inc.,US, 2002

Synopsis

This research/theory-based title blends the theoretical foundations of sales management with current industry examples and applications. It has been revised to feature a tighter focus on technology, leadership, and innovation, with updated coverage of CRM, sales management information systems, and database selling.

About this title

About the Author:

Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance.

Synopsis:

This research-based title blends the theoretical foundations of sales management with industry examples and applications.

About this edition

• Publisher: McGraw-Hill Inc.,US
• Publication date: 2002
• ISBN 10: 0072466480
• ISBN 13: 9780072466485
• Binding: Hardcover
• Number of pages: 704