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