TY  - BOOK
AU  - Johnston, Mark W.
AU  - Marshall, Greg W.
TI  - Sales force management : leadership, innovation, technology
SN  - 9781138951723
U1  - 658.8101 
PY  - 2016///
CY  - New York
PB  - Routledge
KW  - Formulation of a sales program
KW  - Sales management
KW  - Industrial
KW  - BUSINESS & ECONOMICS
N2  - "n 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."
ER  -