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Sales Force Management - Leadership, Innovation, Technology (Hardcover, 13th edition)
Loot Price: R6,097
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Sales Force Management - Leadership, Innovation, Technology (Hardcover, 13th edition)
Expected to ship within 12 - 19 working days
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In this 13th edition of Sales Force Management, Mark Johnston and
Greg Marshall continue to build on the book's reputation as a
contemporary classic, fully updated for modern sales management
teaching, research, and practice. The authors have strengthened the
focus on the use of technology in sales management, offered new
discussions on innovative sales practices, and further highlighted
sales and marketing integration. By identifying recent trends and
applications, Sales Force Management combines real-world sales
management best practices with cutting-edge theory and empirical
research in a single, authoritative source. Pedagogical features
include: Engaging breakout questions designed to spark lively
discussion. Leadership Challenge assignments and Minicases at the
end of every chapter 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. Ethical Moment
boxes in each chapter put students on the firing line of making
ethical choices in sales. Role-Play exercises at the end of each
chapter, designed to enable students to learn by doing. A
comprehensive selection of updated and revised longer sales
management case studies, in the book and on the companion website.
This fully updated new edition offers a thorough and integrated
overview of accumulated theory and research relevant to sales
management, translated clearly into practical applications-a
hallmark of Sales Force Management over the years. It is an
invaluable resource for students of sales management at both
undergraduate and postgraduate levels. The companion website
features an instructor's manual, PowerPoints, case studies, and
other tools to provide additional support for students and
instructors.
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