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Auteur Mark W. JOHNSTON |
Documents disponibles écrits par cet auteur (3)
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Contemporary Selling : Building Relationships, Creating Value / Mark W. JOHNSTON / ROUTLEDGE. TAYLOR & FRANCIS GROUP (2021)
Titre : Contemporary Selling : Building Relationships, Creating Value Type de document : e-book Auteurs : Mark W. JOHNSTON, Auteur ; Greg W. MARSHALL, Auteur Editeur : ROUTLEDGE. TAYLOR & FRANCIS GROUP Année de publication : 2021 Importance : 437 p. ISBN/ISSN/EAN : 978-1-00-042871-1 Langues : Anglais (eng) Mots-clés : Management
GESTION DE LA RELATION CLIENT ; VENTENote de contenu : Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: updated mini cases to engage students and reinforce learning objectives; Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers; Role Play exercises that enable students to learn by doing; and updated discussion queries to drive classroom discussion and help students connect important concepts. This fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels. Supplementary resources include an instructor's manual, PowerPoint slides, and other tools to provide additional support for students and instructors. Nombre d'accès : 15 En ligne : https://neoma-bs.idm.oclc.org/login?url=https://ebookcentral.proquest.com/lib/ne [...] Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=535171
Titre : Sales Force Management : Leadership, Innovation, Technology Type de document : e-book Auteurs : Mark W. JOHNSTON ; Greg W. MARSHALL Mention d'édition : 12th ed. Editeur : Routledge Année de publication : 2016 Importance : 534 p. (accès illimité) ISBN/ISSN/EAN : 978-1-317-35998-2 Langues : Anglais (eng) Mots-clés : Management
VENTERésumé : 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. Nombre d'accès : Illimité En ligne : https://neoma-bs.idm.oclc.org/login?url=https://ebookcentral.proquest.com/lib/ne [...] Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=489618 Sales Force Management / Mark W. JOHNSTON / London : ROUTLEDGE (2013)
Titre : Sales Force Management : Leadership, Innovation, Technology Type de document : Livre Auteurs : Mark W. JOHNSTON ; Greg W. MARSHALL Mention d'édition : 11th ed. Editeur : London : ROUTLEDGE Année de publication : 2013 Importance : 542 p. Présentation : ill. ISBN/ISSN/EAN : 978-0-415-53462-8 Prix : 58 EUR Langues : Anglais (eng) Mots-clés : Management
FORCE DE VENTE ; MANAGEMENT ; LEADERSHIP ; INNOVATION TECHNOLOGIQUE ; VENTE ; ACHAT ; GESTION DE LA RELATION CLIENT ; PERFORMANCE ; VENDEUR ; EMBAUCHE ; SELECTION PROFESSIONNELLE ; MOTIVATION ; ANALYSE DES COUTSIndex. décimale : 124.65 FORCE DE VENTE Résumé : Cet ouvrage se décompose en trois parties : élaboration du programme de ventes. Exécution du programme de ventes. Evaluation et contrôle du programme de ventes. Note de contenu : Index Permalink : https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=109268 Exemplaires(3)
Code-barres Cote Support Localisation Section Disponibilité J1504 124.65 JOH Livre Library Campus de Rouen Salle de lecture Sorti jusqu'au 05/04/2019 J1505 124.65 JOH Livre Library Campus de Rouen Salle de lecture Exclu du prêt J1506 124.65 JOH Livre Library Campus de Rouen Salle de lecture Disponible
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