Sales Force Management (The Irwin/Mcgraw-Hill Series in Marketing)

by Gilbert A. Churchill and Neil M. Ford

Book Overview

This flexible text and casebook is research/theory based. It cites the theoretical foundations of sales management and aims to appeal to a variety of teaching approaches. Topics discussed include formulation of a strategic sales programme, organizing the sales force, and demand estimation.

• Format: Hardcover
• Language: English
• ISBN: 0070275556
• ISBN13: 9780070275553
• Release Date: January 1999
• Publisher: Irwin Professional Pub
• Length: 727 Pages
• Weight: 3.31 lbs.
• Dimensions: 10.5" x 8.5" x 1.3"

Customer Reviews

very fast shipping-- book was exactly as described!

Very fast shipping, received two days later, the book was exactly as the seller described. very impressed.

Great Buy

Was exactly the book I was looking for and got it a lot faster than I expected. Saved money from buying it from school. Would buy from again. Very Good seller.

Good textbook

This text is well written and easy to follow. The case analysis included are modern and very appropriate for the most part. There are a few I found a little frustrating but all in all this was good reading especially for a textbook. I will keep this one for future reference.

A great insight on sales force management

While other books try to teach the selling process, this piece of art helps you understand all the issues underlying in a sales force area, it's administation, the relationship with pre and post sales areas and the way to succeed in a managing position. One of the best books I've read on this subject.

A must-have book for undergraduate sudents and teachers.

I teach in one of the finest schools of Mexico, MBA Marketing and Field Force management topics, and was really tired of looking for comprehensive, complete and reasonable readings that covers the most important areas of managing a Sales Force. Churchil is a must-have text for both, college and high level (superior / undergraduate) students, since it really takes you through every important aspect of the topic.