by Gilbert A. Churchill, Neil M. Ford, Orville C. Walker · R.D. Irwin · tapa dura · ISBN 9780256031843
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«Sales Force Management» is the sales management handbook by Gilbert A. Churchill, Neil M. Ford and Orville C. Walker, published by R.D. Irwin in hardcover.
The book develops a method for creating a strategic sales program and putting it into practice: it covers the planning, implementation and evaluation of commercial activities, as well as the management of the sales team.
Second edition (1985), in The Irwin Series in Marketing. 755 pages. Includes bibliography and index.
Reference work for managers and commercial management professionals interested in planning, executing and controlling a sales strategy.
