Churchill, Ford, Walker's Sales Force Management

3,86 durchschnittliche Bewertung
( 44 Bewertungen bei Goodreads )
 
9780071288057: Churchill, Ford, Walker's Sales Force Management

"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.

Die Inhaltsangabe kann sich auf eine andere Ausgabe dieses Titels beziehen.

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. Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on 'Strategic Issues in Selling and Sales Management"

„Über diesen Titel“ kann sich auf eine andere Ausgabe dieses Titels beziehen.

Beste Suchergebnisse bei AbeBooks

Internationale Ausgabe
Internationale Ausgabe

1.

JOHNSTON
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu Anzahl: 2
Internationale Ausgabe
Anbieter
firstbookstore
(New Delhi, Indien)
Bewertung
[?]

Buchbeschreibung Buchzustand: Brand New. Brand New Paperback International Edition, Perfect Condition. Printed in English. Excellent Quality, Service and customer satisfaction guaranteed!. Buchnummer des Verkäufers AIND-8751

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 27,11
Währung umrechnen

In den Warenkorb

Versand: Gratis
Von Indien nach USA
Versandziele, Kosten & Dauer
Internationale Ausgabe
Internationale Ausgabe

2.

JOHNSTON
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu Anzahl: 1
Internationale Ausgabe
Anbieter
Bookshub
(Karol Bagh, Indien)
Bewertung
[?]

Buchbeschreibung Buchzustand: New. New. International edition. Different ISBN and Cover image but contents are same as US edition. Perfect condition. Customer satisfaction our priority. Buchnummer des Verkäufers ABE-FEB-12294

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 27,39
Währung umrechnen

In den Warenkorb

Versand: Gratis
Von Indien nach USA
Versandziele, Kosten & Dauer
Internationale Ausgabe
Internationale Ausgabe

3.

JOHNSTON
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu Anzahl: 1
Internationale Ausgabe
Anbieter
EBOOKSTORE2010
(New Delhi, ND, Indien)
Bewertung
[?]

Buchbeschreibung Buchzustand: Brand New. New. SoftCover International edition. Different ISBN and Cover image but contents are same as US edition. Customer Satisfaction guaranteed!!. Buchnummer des Verkäufers SHUB12294

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 27,43
Währung umrechnen

In den Warenkorb

Versand: Gratis
Von Indien nach USA
Versandziele, Kosten & Dauer
Internationale Ausgabe
Internationale Ausgabe

4.

Mark W. Johnston, Greg W. Marshall
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu Paperback Anzahl: 5
Internationale Ausgabe
Anbieter
PRIORITY BOOKS
(Springfield, VA, USA)
Bewertung
[?]

Buchbeschreibung Paperback. Buchzustand: New. Softcover Book, New Condition, Fast Shipping. Ready in Stock. 9th Edition. [Please Read Carefully Before Buying], This Is An International Edition. Printed In Black and White. , Book Cover And ISBN No May Be Different From US Edition. Restricted Sales Disclaimer Wordings Not For Sales In USA And Canada May Be Printed On The Cover Of The Book. Standard Shipping 7-14 Business Days. Expedited Shiping 4-8 Business Days. ***WE DO NOT ENTERTAIN BULK ORDERS.*** The Books May Be Ship From Overseas For Inventory Purpose. Buchnummer des Verkäufers 435275

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 24,67
Währung umrechnen

In den Warenkorb

Versand: EUR 3,38
Innerhalb USA
Versandziele, Kosten & Dauer
Internationale Ausgabe
Internationale Ausgabe

5.

Mark W. Johnston, Greg W. Marshall
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu Paperback Anzahl: 1
Internationale Ausgabe
Anbieter
Nick Book House
(Fresno, CA, USA)
Bewertung
[?]

Buchbeschreibung Paperback. Buchzustand: New. New, Softcover International Edition, Printed in Black and White, Only USPS Media mail Shipping ONLY, Different ISBN, Same Content As US edition, Book Cover may be Different, in English Language. Buchnummer des Verkäufers 4194

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 25,63
Währung umrechnen

In den Warenkorb

Versand: EUR 3,38
Innerhalb USA
Versandziele, Kosten & Dauer
Internationale Ausgabe
Internationale Ausgabe

6.

JOHNSTON
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu Softcover Anzahl: 2
Internationale Ausgabe
Anbieter
Romtrade Corp.
(STERLING HEIGHTS, MI, USA)
Bewertung
[?]

Buchbeschreibung Buchzustand: New. Brand New Paperback International Edition.We Ship to PO BOX Address also. EXPEDITED shipping option also available for faster delivery. Buchnummer des Verkäufers AUSBNEW-8751

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 29,42
Währung umrechnen

In den Warenkorb

Versand: Gratis
Innerhalb USA
Versandziele, Kosten & Dauer
Internationale Ausgabe
Internationale Ausgabe

7.

JOHNSTON
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu Softcover Anzahl: 1
Internationale Ausgabe
Anbieter
Basi6 International
(Irving, TX, USA)
Bewertung
[?]

Buchbeschreibung Buchzustand: Brand New. New, SoftCover International edition. Different ISBN and Cover image but contents are same as US edition. Excellent Customer Service. Buchnummer des Verkäufers ABEUSA-12294

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 29,43
Währung umrechnen

In den Warenkorb

Versand: Gratis
Innerhalb USA
Versandziele, Kosten & Dauer
Internationale Ausgabe
Internationale Ausgabe

8.

Johnston, Mark W.; Marshall, Greg W.
Verlag: McGraw Hill Higher Education
ISBN 10: 0071288058 ISBN 13: 9780071288057
Neu PAPERBACK Anzahl: 1
Internationale Ausgabe
Anbieter
Easy Textbook
(Kuala Lumpur, Malaysia)
Bewertung
[?]

Buchbeschreibung McGraw Hill Higher Education. PAPERBACK. Buchzustand: New. 0071288058 Brand new book. International Edition. Ship from multiple locations. 3-5 business days Express Delivery to USA/UK/Europe/Asia/Worldwide. Tracking number will be provided. Satisfaction guaranteed. Buchnummer des Verkäufers SKU001827

Weitere Informationen zu diesem Verkäufer | Frage an den Anbieter

Neu kaufen
EUR 52,41
Währung umrechnen

In den Warenkorb

Versand: EUR 9,75
Von Malaysia nach USA
Versandziele, Kosten & Dauer