ENGLISH

Sales Force Management: Leadership, Innovation, Technology 12th Edition

By Greg W. Marshall , Mark W. Johnston

Book information

Publisher
Routledge
Year
2016
ISBN
978-1138951716
Language
english
Format
PDF
Filesize
11 MB (11203453 bytes)
Edition
12
Pages
494\494
Time added
2016-09-16 21:33:56

Description

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice.Pedagogical features include:Engaging breakout questions designed to spark lively discussionLeadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroomLeadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managersNew Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in salesRole Plays that enable students to learn by doingA selection of comprehensive sales management cases on the companion website

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