In this 13th edition of Sales Force Management, Mark Johnston and Greg
Marshall continue to build on the book’s reputation as a
contemporary classic, fully updated for modern sales management
teaching, research, and practice. The authors have strengthened the
focus on the use of technology in sales management, offered new
discussions on innovative sales practices, and further highlighted
sales and marketing integration. By identifying recent trends and
applications, Sales Force Management combines real-world sales
management best practices with cutting-edge theory and empirical
research in a single, authoritative source. Pedagogical features
include: Engaging breakout questions designed to spark lively
discussion. Leadership Challenge assignments and Minicases at the end
of every chapter 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. Ethical Moment boxes in each chapter
put students on the firing line of making ethical choices in sales.
Role-Play exercises at the end of each chapter, designed to enable
students to learn by doing. A comprehensive selection of updated and
revised longer sales management case studies, in the book and on the
companion website. This fully updated new edition offers a thorough
and integrated overview of accumulated theory and research relevant to
sales management, translated clearly into practical applications—a
hallmark of Sales Force Management over the years. It is an invaluable
resource for students of sales management at both undergraduate and
postgraduate levels. The companion website features an instructor’s
manual, PowerPoints, case studies, and other tools to provide
additional support for students and instructors.
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Leadership, Innovation, Technology
Produktdetaljer
ISBN
9781000317510
Publisert
2020
Utgave
13. utgave
Utgiver
Vendor
Routledge
Språk
Product language
Engelsk
Format
Product format
Digital bok
Forfatter