Churchill/Ford/Walker's Sales Force Management - Softcover

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. The latest edition continues to focus on enabling students to take the wealth of information available and apply it to “real world” sales management problems and opportunities. Like its predecessors, it showcases how real managers use current theory and research in their own organizations. By identifying recent practices, applications and the use of state-of-the-art technologies, this edition combines in one source real world sales management “best practices” with cutting edge research and theory. Instructors will find that they are proud to present the information and approach to sales management within the text to both undergraduate and graduate business students, as it captures the essence of what it means to be a successful sales manager in the customer relationship era.

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics in the Roy E. Crummer Graduate School of Business at 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 been published in a number of professional journals including Journal of Marketing Research, Journal of Applied Psychology, Journal of Business Ethics, Journal of Marketing Education, Journal of Personal Selling & Sales Management and many others. Mark is also an active member in the American Marketing Association and Academy of Marketing Science. Mark has been retained as a consultant for firms in a number of industries including personal health care, chemical, transportation, hospitality, and telecommunications. He has consulted on a wide range of issues involving strategic business development, sales force structure and performance, international market opportunities, and ethical decision-making. Mark also works with MBA students on consulting projects around the world for companies such as Tupperware, Disney, and Johnson & Johnson. He has conducted seminars globally on a range of topics including the strategic role of selling in the organization, developing an ethical framework for decision-making, improving business unit performance, and structuring an effective international marketing department. Mark continues to provide specialized seminars to top managers on strategic marketing issues. For more than two decades Mark has taught Marketing Management working with thousands of students. His hands-on, real world approach to marketing management has earned him a number of teaching awards.