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Item Details
| Title:
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SALES FORCE MANAGEMENT
LEADERSHIP, INNOVATION, TECHNOLOGY |
| By: |
Mark W. Johnston, Greg W. Marshall |
| Format: |
Electronic book text |
| List price:
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£65.00 |
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We currently do not stock this item, please contact the publisher directly for
further information.
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| ISBN 10: |
1317359976 |
| ISBN 13: |
9781317359975 |
| Publisher: |
TAYLOR & FRANCIS LTD |
| Pub. date: |
14 April, 2016 |
| Edition: |
12th New edition |
| Pages: |
466 |
| 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, 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 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 salesRole Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion websiteA companion website features an instructor's manual, PowerPoints, and other tools to provide additional support for students and instructors. |
| Illustrations: |
53 Line drawings, color; 13 Halftones, color; 91 Tables, color; 66 |
| Publication: |
UK |
| Imprint: |
Routledge |
| Returns: |
Non-returnable |
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