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.‎

• Category‎:‎ General
• Binding‎:‎ Paperback
• Language of Text‎:‎ English
• Publication Year‎:‎ 2013
• Number of Pages‎:‎ 496
• Author‎:‎ Mark W‎.‎ Johnston and Greg W‎.‎ Marshall
• Publisher‎:‎ Routledge
• Dimensions‎:‎ 20.3 x 25.1 x 3 cm
• ISBN‎:‎ 9780415534628