Sales Force Management - Couverture rigide

Johnston, Mark W.; Marshall, Greg W.

Couverture rigide

ISBN 10 : 0415534615 ISBN 13 : 9780415534611

Editeur : Routledge, 2013

A propos du livre

Présentation de l'éditeur :

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, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice.

Including the Churchill, Ford, and Walker approach, the new edition also features:

• A strong focus on leadership, technology, innovation, ethics, and global business 
• New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions 
• Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges 
• Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more

Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .

Biographie de l'auteur :

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. He has published in a number of journals including the Journal of Marketing Research and the Journal of Personal Selling and Sales Management.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. Greg is an active researcher in selling and sales management, having written numerous journal articles. He is editor of the Journal of Marketing Theory and Practice.

À propos de cette édition

• Éditeur: Routledge
• Date d'édition: 2013
• ISBN 10: 0415534615
• ISBN 13: 9780415534611
• Reliure: Relié
• Nombre de pages: 576