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.
Presents coverage of both the qualitative and quantitative aspects of marketing research.
Churchill and Peter are two of the most respected educators and researchers in the marketing discipline. Their text has a strong theme of customer value, and offers coverage of the most current relationship marketing, technology, IMC, global marketing, services, and small businesses (through extensive examples). This concise text is less than 600 pages and is completely updated with all references from 1996 or later. The extensive supplements package was thoroughly revised, updated, and reviewed by at least 3 marketing instructors to ensure quality.
Discusses the connection between corporate ethics and planning for success, and assesses the importance of ethical reasoning