Sales Force Management: Leadership, Innovation, Technology 12th Edition
Mark W. Johnston, Greg W. Marshall
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
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
年:
2016
版本:
12
出版商:
Routledge
語言:
english
頁數:
494
ISBN 10:
1138951714
ISBN 13:
9781138951716
文件:
PDF, 10.68 MB
IPFS:
,
english, 2016