Sales force management : leadership, innovation, technology
By: Johnston, Mark W
Title By: Marshall, Greg W
Material type:
BookPublisher: New York : Routledge, c2016.Edition: 12th ed.Description: xxviii, 465 p. : ill. ; 28 cm.ISBN: 9781138951723Subject(s): Sales management | BUSINESS & ECONOMICS / Industrial Management | BUSINESS & ECONOMICS / Organizational Behavior | BUSINESS & ECONOMICS / Management ScienceDDC classification: 658.8101 JO SA
Summary:
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.
| Item type | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
| REGULAR | University of Wollongong in Dubai Main Collection | 658.8101 MA SA (Browse shelf) | Available | T0056113 |
Total holds: 0
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| 658.81 ST MA Management of a sales force / | 658.81 ST MA Management of a sales force / | 658.81 ST SA Sales management : decisions, strategies and cases. | 658.8101 MA SA Sales force management : | 658.8101 RA MA Marketing strategies : a twenty-first century approach / | 658.8101 WE ST Strategic marketing : creating competitive advantage / | 658.8101 WE ST Strategic marketing : creating competitive advantage / |
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.