Sales Force Management: Leadership, Innovation, Technology - 11th edition

Sales Force Management: Leadership, Innovation, Technology - 11th edition
ISBN-10
1135128359
ISBN-13
9781135128357
Series
Sales Force Management
Category
Business & Economics
Pages
576
Language
English
Published
2013-05-02
Publisher
Routledge
Authors
Mark W. Johnston, Greg W. Marshall

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, 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 .

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