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Sales Force Management: Leadership, Innovation, Technology - 11th edition,9780415534611
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Sales Force Management: Leadership, Innovation, Technology - 11th edition

by ;
Edition:
1st
ISBN13:

9780415534611

ISBN10:
0415534615
Format:
Hardcover
Pub. Date:
2/25/2013
Publisher(s):
Routledge
List Price: $230.00

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This is the 1st edition with a publication date of 2/25/2013.
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  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.
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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, solidifying the book's position globally as the leading textbook in the field. It's a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students' ability to make decisions, role plays to allow students to learn by doing, and more


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