Sales Force Management

Sales Force Management

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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. Ita€™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 studentsa€™ ability to make decisions, role plays to allow students to learn by doing, and moreThey had a great reputation in the home building business and for many contractors Integrity had become their supplier ... not compete directly with Home Depot and Lowea#39;s on price or selection but they could compete successfully on service.

Title:Sales Force Management
Author:Mark W. Johnston, Greg W. Marshall
Publisher:Routledge - 2013-05-02


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