Churchill/Ford/Walker's Sales Force Management by Mark Johnston, Greg Marshall
- Publisher: MANAGEMENT SCIENCES
- Availability: In Stock
- SKU: 04746 R1 0539
Rs.490.00
Rs.690.00
Tags: BBA marketing book , business management book , business students textbook , Churchill , churchill ford walker book , Churchill/Ford/Walker's , CRM sales management , Ford , greg marshall book , mark johnston book , marketing students book , marketing textbook , MBA sales book , sales force management , sales leadership , sales leadership skills , sales management book , sales management course , sales performance , sales planning , sales strategy , sales team management , sales training book , Walker's
Churchill/Ford/Walker’s Sales Force Management
Author(s): Mark W. Johnston, Greg W. Marshall
Edition: Latest Edition
Category: Business / Marketing / Sales Management
Recommended For: Marketing Students, Business Students, Sales Professionals, MBA Students, Sales Managers
Key Points:
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A globally recognized textbook continuing the classic Churchill, Ford, and Walker sales management framework
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Explains modern sales force management with focus on leadership, innovation, and technology integration
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Covers complete sales program development including planning, organizing, implementation, and control
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Discusses recruitment, training, motivation, and compensation of salespeople
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Introduces CRM, sales analytics, and technology-driven selling strategies
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Emphasizes performance evaluation and effective sales team leadership
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Includes real-world case studies, role-play exercises, and practical applications for modern sales environments
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Suitable for undergraduate, MBA, and professional sales management courses
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