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Churchill/Ford/Walker's Sales Force Management, Seventh Edition (Управление торговым персоналом)

Опубликовано на портале: 25-11-2003
USA: McGraw-Hill, 2002
Churchill, Ford, and Walkers 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. This book will appeal to a variety of teaching approaches-to those instructors who primarily emphasize the lecture-discussion approach or to those who prefer case-oriented instruction.

Книга представляет собой смесь теоретических основ и современных примеров управления продажами и может быть использована как преподавателями, предпочитающими лекционный подход, так и преподавателями, предпочитающими применение кейсов.

Overview of Sales Management and the Selling Environment
Part One: Formulation of the Sales Program
Part Two: Implementation of the Sales Program
Part Three: Evaluation and Control of the Sales Program