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Sales Force Management: Leadership, Innovation, Technology (12th Edition) - eBook

Sales Force Management: Leadership, Innovation, Technology (12th Edition) – eBook

eBook Details

  • Authors: Mark W. Johnston, Greg W. Marshall
  • File Size: 11 MB
  • Format: PDF
  • Length: 494 Pages
  • Publisher: Routledge; 12th edition
  • Publication Date: May 5, 2016
  • Language: English
  • ISBN-10: 1138951722, 1138951714
  • ISBN-13: 9781138951723, 9781138951716

$9.00

SKU: sales-force-management-leadership-innovation-technology-12th-edition-ebook Categories: , , , Tags: ,

About The Author

Greg W. Marshall

Greg W. Marshall

Professor Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. He is also the Associate Dean for Academics and the Academic Director for the Executive DBA Program. For over 3 years he served as Vice President for Strategic Marketing for Rollins. In 2012 Dr. Marshall received Bornstein Award for Faculty Scholarship. He was previously on the faculty at Oklahoma State University, TCU, and the University of South Florida where he served as doctoral program coordinator for the marketing department.

Professor Marshall’s managerial industry experience includes over thirteen years with companies such as Mennen, Warner-Lambert, and Target Corporation. He has been heavily involved in teaching in Executive MBA and MBA programs, as well as at the doctoral level. His primary teaching focus at all these levels is on strategy-related courses (such as Introduction to Strategy, Strategic Marketing, and Sales and Relationship Management).

He has written many textbooks related to Marketing. He is also the co-editor, with Mark W. Johnston, of Sales Force Management and the forthcoming Routledge Companion to Selling and Sales Management.

Mark W. Johnston

Mark W. Johnston

Dr. Mark Johnston is the Professor of Marketing and Ethics at the Crummer Graduate School of Business at Rollins College. He previously taught at Louisiana State University and the Texas A&M. Mark has published extensively on a variety of marketing topics and has worked with a number of multinational corporations, including Bayer Chemical, Ford, and Daimler-Benz.

Dr. Johnston's research focuses on the topics of salesperson motivation, sales force effectiveness, employee turnover, CEO priorities, and ethical business strategy. He is also noted for his expertise in teaching seminars on a variety of international marketing topics.

He is co-author of Sales Force Management, Contemporary Selling, and Marketing Management and Essentials of Marketing Management.

In Sales Force Management, 12th Edition, (PDF) Greg Marshall and Mark Johnston continue to build on the tradition of excellence established by Ford, Churchill, and Walker, increasing the ebook’s reputation worldwide as the leading textbook in the field. The excellent authors have fortified the focus on managing the modern tools of selling, like customer relationship management (CRM), sales analytics and social media, and technology-enabled selling. It’s a contemporary classic, completely updated for modern sales management practice.

Pedagogical features include:

    • Role Plays that allow students to learn by doing
    • Interesting breakout questions designed to spark lively discussion
    • A selection of inclusive sales management cases on the companion website
    • New Ethical Moment boxes in every chapter put students on the firing line of making ethical choices in sales
    • Leadership, Innovation, and Technology boxes that simulate real-world challenges encountered by salespeople and their managers
    • Leadership challenge assignments and mini-cases to assist students to understand and implement the principles they have learned in the classroom

A companion website features PowerPoints, an instructor’s manual, and other tools (not included in this sale) to provide additional support for students and instructors. For the best in Salesforce CRM development, Check out EmeraldSoft UK.

978-1138951723, 978-1138951716

NOTE: The product only includes the ebook Sales Force Management, 12th Edition in PDF. No access codes are included.

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