Sales force management, Johnston, Mark W. (rollins College, Usa) Marshall, Greg W. (rollins College, Usa)
Старое издание
Автор: Johnston Mark W Название: Sales Force Management ISBN: 1138951722 ISBN-13(EAN): 9781138951723 Издательство: Taylor&Francis Цена: 11023.00 р. Наличие на складе: Поставка под заказ. Описание: 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, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include:? Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases 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 New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Автор: Johnston Mark W Название: Sales Force Management ISBN: 1138951722 ISBN-13(EAN): 9781138951723 Издательство: Taylor&Francis Рейтинг: Цена: 11023.00 р. Наличие на складе: Поставка под заказ.
Описание: 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, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include:? Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases 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 New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Автор: Zoltners, Andris A. Sinha, Prabha K. Zoltners, Gre Название: Complete guide to accelerating sales force performance ISBN: 0814406505 ISBN-13(EAN): 9780814406502 Издательство: McGraw-Hill Рейтинг: Цена: 9951.00 р. Наличие на складе: Поставка под заказ.
Описание: Presents an effective, innovative framework for evaluating and improving the performance of any sales force. The work identifies and describes the key factors for creating a fast-track, go-to-market strategy, and contains ideas for improving "success drivers".
Автор: Shiver Warren Название: 7 Steps to Sales Force Transformation ISBN: 1137548045 ISBN-13(EAN): 9781137548047 Издательство: Springer Рейтинг: Цена: 4890.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms.
Автор: Hinterhuber Andreas Название: Pricing and the Sales Force ISBN: 1138791881 ISBN-13(EAN): 9781138791886 Издательство: Taylor&Francis Рейтинг: Цена: 8114.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: The third in Hinterhuber and Liozu`s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
Название: Pricing and the Sales Force ISBN: 1138791873 ISBN-13(EAN): 9781138791879 Издательство: Taylor&Francis Рейтинг: Цена: 22202.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: The third in Hinterhuber and Liozu`s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
Автор: A. Zoltners; P. Sinha; S. Lorimer Название: Sales Force Design For Strategic Advantage ISBN: 1349508497 ISBN-13(EAN): 9781349508495 Издательство: Springer Рейтинг: Цена: 9083.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book focuses upon the role of the sales force in today`s changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Автор: Rouzies Dominique, Onyemah Vincent Название: Sales Force Compensation: Trends and Research Opportunities ISBN: 1680834886 ISBN-13(EAN): 9781680834888 Издательство: Неизвестно Рейтинг: Цена: 8276.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Salespeople`s success is critical to their organisations` performance. Sales Force Compensation reviews the many insights provided by empirical research to date, some of which are just emerging in the marketing literature.
Автор: Hair Joseph F., Anderson Rolph, Mehta Rajiv Название: Sales Force Management ISBN: 1119702836 ISBN-13(EAN): 9781119702832 Издательство: Wiley Рейтинг: Цена: 19325.00 р. Наличие на складе: Поставка под заказ.
Описание:
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework--featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills.
Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more.
Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
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