Johnston Mark W Sales Force Management 9781138951723

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Автор: Johnston Mark W
Название: Sales Force Management
Перевод названия: Марк У. Джонстон: Управление усилением продаж
ISBN: 9781138951723
Издательство: Taylor&Francis
Классификация:

Управление продажами и маркетингом

Торговля и маркетинг

ISBN-10: 1138951722
Обложка/Формат: Paperback
Страницы: 494
Вес: 1.37 кг.
Дата издания: 09.06.2016
Серия: Economics/Business/Finance
Язык: English
Издание: 12 revised edition
Иллюстрации: 66 colour illustrations, 91 colour tables, 13 colour illustrations, 53 colour line drawings
Размер: 219 x 282 x 23
Читательская аудитория: Postgraduate, research & scholarly
Ключевые слова: Sales & marketing, BUSINESS & ECONOMICS / Customer Relations,BUSINESS & ECONOMICS / Marketing / General,BUSINESS & ECONOMICS / Sales & Selling / General
Подзаголовок: Leadership, innovation, technology
Ссылка на Издательство: Link
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Поставляется из: Европейский союз
Описание: 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 A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Sales Force Management, Johnston Mark W