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Churchill/Ford/Walker's Sales Force Management
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Bibliographic Detail
Publisher Irwin Professional Pub
Publication date March 28, 2008
Pages 524
Binding Hardcover
Edition 9
Book category Adult Non-Fiction
ISBN-13 9780073529875
ISBN-10 0073529877
Dimensions 1 by 8 by 10 in.
Weight 2.20 lbs.
Availability§ Out of Print
Original list price $220.85
§As reported by publisher
Amazon.com says people who bought this book also bought:
B2B Sales: An Insider's Guide to Organizational Selling | Global Strategy | Management
Summaries and Reviews
Amazon.com description: Product Description: Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.

Editions
Hardcover
Book cover for 9780071151597 Book cover for 9780072466485 Book cover for 9780072826340 Book cover for 9780072961836 Book cover for 9780073529875
 
The price comparison is for this edition
9 edition from Irwin Professional Pub (March 28, 2008); titled "Churchill/Ford/Walker's Sales Force Management"
9780073529875 | details & prices | 524 pages | 8.00 × 10.00 × 1.00 in. | 2.20 lbs | List price $220.85
About: Sales Force Management, 9e remains the most definitive text in the field today.
With Neil M. Ford, Gilbert A. Churchill, Orville C. Walker | 8 edition from Irwin Professional Pub (January 1, 2005); titled "Churchill/Ford/Walker's Sales Force Management"
9780072961836 | details & prices | 491 pages | 8.00 × 10.00 × 0.75 in. | 2.50 lbs | List price $186.40
About: The primary goal of Sales Force Management, 8e is to offer students the most comprehensive, up-to-date, and integrated overview of the theory, research, and management practices relevant to sales management.
7 har/cdr edition from Irwin Professional Pub (August 1, 2002); titled "Churchill/Ford/Walker's Sales Force Management"
9780072826340 | details & prices | 8.50 × 10.50 × 0.75 in. | 3.00 lbs | List price $159.75
About: Churchill, Ford, and Walker’s Sales Force Management, 7/e, now authored by Johnston and Marshall, is a research/ theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications.
With Gilbert A. Sales Force Management Churchill, Neil M. Ford, Orville C. Walker | 7th edition from McGraw-Hill (July 1, 2002)
9780071151597 | details & prices | 603 pages | List price $55.01
About: The primary goal of Sales Force Management, 8e is to offer students the most comprehensive, up-to-date, and integrated overview of the theory, research, and management practices relevant to sales management.
9780072466485 | details & prices | List price $76.00
This edition also contains Convent Chronicles: Women Writing About Women And Reform In The Late Middle Ages
About: The primary goal of this book is to offer students the most comprehensive, up-to-date and integrated overview of the theory, research and practices relevant to sales management.

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