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Sales Force Management by Johnston - Paperback
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PRODUCT INFORMATION

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    Specifications

    Category Type
    Marketing & Sales
    ISBN
    9780071288057
    Number of Pages
    512
    Edition
    19th
    Category Type
    Marketing & Sales
    ISBN
    9780071288057
    Number of Pages
    512
    Edition
    19th
    Product weight
    1.01 kg
    Book Origin
    United States
    Item EAN
    2724449156941
    People
    Author
    Mark W. Johnston and Greg W. Marshall
    People
    Publisher
    McGraw Hill Higher Education
    Technical Information
    Binding
    Paperback
    Languages and countries
    Language of the text
    English
    Read more
  •  

    Description:

    "Sales Force Management" remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text - from

    "Sales Force Management" remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text - from which instructors love to teach - remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers' activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.

    Product Features:
    • Category Type: Marketing & Sales
    • Author: Mark W. Johnston and Greg W. Marshall
    • ISBN: 9780071288057
    • Publisher: McGraw Hill Higher Education
    • Binding: Paperback
    • Language of the Text: English
    • Dimensions: 20.32 x 2.29 x 25.4 cm
    • Product Weight: 1.01 kg
    • Number of Pages: 512
    • Dimensions (HxWxD): 20.32 x 2.29 x 25.4 cm
    • Edition: 19th
    • Product weight: 1.01 kg
    • Book Origin: United States
 

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