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- 727 pages
- 26 hours of reading
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This flexible text and casebook is research/theory based. It cites the theoretical foundations of sales management and aims to appeal to a variety of teaching approaches. Topics discussed include formulation of a strategic sales programme, organizing the sales force, and demand estimation.
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Sales force management, Gilbert A. Churchill
- Language
- Released
- 2000
- product-detail.submit-box.info.binding
- (Hardcover)
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- Title
- Sales force management
- Language
- English
- Authors
- Gilbert A. Churchill
- Publisher
- Irwin/McGraw-Hill
- Released
- 2000
- Format
- Hardcover
- Pages
- 727
- ISBN10
- 0070275556
- ISBN13
- 9780070275553
- Series
- Rating
- 5 out of 5
- Description
- This flexible text and casebook is research/theory based. It cites the theoretical foundations of sales management and aims to appeal to a variety of teaching approaches. Topics discussed include formulation of a strategic sales programme, organizing the sales force, and demand estimation.