Sales Management

Author: Johnston
Publisher:
Publish Date: 2004-02-01
Features: This book is an authoritative textbook in the field of sales management in the United States. Since the first publication of Sales Management by Churchill, Ford, and Walker over 20 years ago, it has been regarded as one of the best textbooks in the industry. This book is suitable as a professional textbook for sales management courses, catering to senior undergraduate and graduate students in marketing and business management, as well as MBA and EMBA programs. It is also suitable as a reference book or training manual for sales supervisors, sales managers, regional managers, and HR managers in enterprises. In today's highly competitive market environment, companies must actively seek strategic methods to effectively manage their sales teams to ensure the achievement of business objectives. Having an efficient sales team is a common trait among many successful enterprises. This book is an authoritative textbook in the field of sales management in the United States. Since the first publication of Sales Management by Churchill, Ford, and Walker over 20 years ago, it has been regarded as one of the best textbooks in the industry. The two new authors of the 7th edition have maintained the strengths of previous editions while perfectly combining the "best" methods of sales team management in the real world with cutting-edge theories and empirical research. The book is divided into three parts, discussing the formation, execution, and evaluation and control of the sales process—three interconnected and continuous processes—to provide students with a comprehensive and easy-to-understand textbook. The book is accompanied by a teacher's manual, bilingual PowerPoint teaching slides, and teaching guides for in-text cases.