Sales Force Management: Leadership, Innovation, Technology - Couverture souple

Johnston, Mark W.; Marshall, Greg W.

Couverture souple

ISBN 10 : 1138951722 ISBN 13 : 9781138951723

Editeur : Routledge, 2016

Synopsis

Sales Force Management: Leadership Innovation Technology, 12Th Edn, Mark W. Johnston, Greg W. Marshall, 9781138951723, T&F/Routledge, 2016, Paperback

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, 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 discussion
• Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom
• Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers
• New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales
• Role Plays that enable students to learn by doing
• A selection of comprehensive sales management cases on the companion website

A companion website, featuring an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors, will be coming soon. Please contact Routledge's sales team for advance access to the materials.

Biographie de l'auteur :

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. He is the co-author, with Greg W. Marshall, of Contemporary Selling, 5h edition, published by Routledge and the forthcoming Routledge Companion to Selling and Sales Management.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. He is the co-editor, with Mark W. Johnston, of Contemporary Selling, 5h edition, published by Routledge and the forthcoming Routledge Companion to Selling and Sales Management.

À propos de cette édition

• Éditeur: Routledge
• Date d'édition: 2016
• ISBN 10: 1138951722
• ISBN 13: 9781138951723
• Reliure: Broché
• Nombre de pages: 494