leadership, innovation, technology Johnston, Mark W. Primary Author Marshall, Greg W. Additional Author mixed material bibliography New York Routledge 2016 en English

Printed Material

xxviii, 465 p. : exhibits., index. ; 28 cm. Sales Force Management</i>, 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 features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors. Business management Sales management Case Studies Sales Sales force Selling methods BP 79 9781138951723 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen BP 79 Joh 37493 General (General) BP 79 Joh 48734 0000-00-00 00:00:00 2023-11-02 09:23:48 machine generated