Johnston, Mark W.
Sales force management : leadership, innovation, technology Mark W. Johnston, Greg W. Marshall - 12th ed. - New York : Routledge, c2016. - xxviii, 465 p. : ill. ; 28 cm.
Pt. 1. Formulation of a sales program --
pt. 2. Implementation of the sales program --
pt. 3. Evaluation and control of the sales program.
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.
9781138951723
Sales management
BUSINESS & ECONOMICS / Industrial Management
BUSINESS & ECONOMICS / Organizational Behavior
BUSINESS & ECONOMICS / Management Science
658.8101 JO SA
Sales force management : leadership, innovation, technology Mark W. Johnston, Greg W. Marshall - 12th ed. - New York : Routledge, c2016. - xxviii, 465 p. : ill. ; 28 cm.
Pt. 1. Formulation of a sales program --
pt. 2. Implementation of the sales program --
pt. 3. Evaluation and control of the sales program.
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.
9781138951723
Sales management
BUSINESS & ECONOMICS / Industrial Management
BUSINESS & ECONOMICS / Organizational Behavior
BUSINESS & ECONOMICS / Management Science
658.8101 JO SA