Articles liés à Sales Force Management

Sales Force Management - Couverture souple

Johnston, Mark W.; Marshall, Greg W.

 
9780415534628: Sales Force Management
Couverture souple
ISBN 10 : 0415534623 ISBN 13 : 9780415534628
Editeur : Routledge, 2013

Synopsis

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 .

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos 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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Routledge
Date d'édition
2013
Langue
anglais
ISBN 10 
0415534623
ISBN 13 
9780415534628
Reliure
Broché
Nombre de pages
576
Coordonnées du fabricant
non disponible
Personne responsable
non disponible