Churchill, Ford, and Walker’s 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 озерк emphasize the lecture-discussion approach or to those who prefer case-oriented instruction No matter what approach is used, the research/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of Innovation, Leadership, and Technology combine to make this text a leader in the sales management market t.  TescomaISBN 0072826347.