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Sales Force Management: Leadership, Innovation, Technology

ISBN-10: 1138951722

ISBN-13: 9781138951723

Edition: 2016

Authors: Mark W. Johnston, Greg W. Marshall

List price: $89.95
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Description:

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. It's a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussionLeadership 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 to put students in the firing line of making ethical choices in salesRole Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion websiteThe companion website includes an instructor's manual, PowerPoints, and other tools to provide additional support for students and instructors.
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Book details

List price: $89.95
Copyright year: 2016
Publisher: Taylor & Francis
Binding: Paperback
Pages: 608
Size: 8.25" wide x 10.75" long x 1.00" tall
Weight: 3.322
Language: English