Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2013 with total page 575 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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, solidifying the book's position globally as the leading textbook in the field. 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 Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 1076 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Marketing Management written by Greg W. Marshall and published by . This book was released on 2022 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "No doubt about it, marketing is really changing. Marketing today is: Very strategic-customer-centricity is now a core organizational value. Practiced virtually, digitally, and socially to a greater degree than ever before imagined. Enabled and informed by analytics and new technologies. Accountable to top management through diligent attention to metrics and measurement. Oriented toward service as driver of product. "Owned" by everybody in the firm to one degree or another"--
Download or read book Service And Operations Management written by Cengiz Haksever and published by World Scientific Publishing Company. This book was released on 2017-12-26 with total page 691 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purpose of this book is to provide cutting-edge information on service management such as the role services play in an economy, service strategy, ethical issues in services and service supply chains. It also covers basic topics of operations management including linear and goal programming, project management, inventory management and forecasting.This book takes a multidisciplinary approach to services and operational management challenges; it draws upon the theory and practice in many fields of study such as economics, management science, statistics, psychology, sociology, ethics and technology, to name a few. It contains chapters most textbooks do not include, such as ethics, management of public and non-profit service organizations, productivity and measurement of performance, routing and scheduling of service vehicles.An Instructor's Solutions Manual is available upon request for all instructors who adopt this book as a course text. Please send your request to [email protected].
Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2016-02-19 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices 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: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Download or read book Beyond Change Management written by Dean Anderson and published by John Wiley & Sons. This book was released on 2002-02-28 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: Transform your organization! To truly transform your organization, you must learn to transform your own mindset. Beyond Change Management-the only book specifically about the interaction of leadership style, mindset, and the change process-revolutionizes leaders' approach to transformational change. Shattering the myth that transformation can be managed, this book-part of the Practicing OD Series--offers you new directions and ways of thinking and behaving that are essential for successful change. Its unique approach brings organization development (OD) into the mainstream of leaders' approaches to change, expanding and integrating the fields of OD, leadership, change management, and consciousness. You'll also get: ready-to-use worksheets questionnaires guidelines "Powerful business solutions to the current chaos facing many organizations today. Dean Anderson and Linda Ackerman Anderson get to the heart of change, the human touch, by using timeless techniques and tools." --Ken Blanchard, coauthor, The One Minute Manager and Gung Ho! "The authors combine their keen observations, sharp insights, and open hearts to produce towering works that will stand as lasting contributions to leadership and organization development. . . .[t]hey guide us along a path of personal discovery so that we may have the strength of spirit to risk the creation of more meaningful organizations." --Jim Kouzes, coauthor, The Leadership Challenge and Encouraging the Hear
Download or read book Management of a Sales Force written by Rosann L. Spiro and published by . This book was released on 2008 with total page 584 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated to reflect the latest, cutting-edge issues, including technology and Internet selling, this book features a strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a 'team-box' highlighting the principles within a given chapter as they relate to managing selling teams.
Download or read book It s Complicated written by Danah Boyd and published by Yale University Press. This book was released on 2014-02-25 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: Surveys the online social habits of American teens and analyzes the role technology and social media plays in their lives, examining common misconceptions about such topics as identity, privacy, danger, and bullying.
Download or read book Selling and Sales Management written by David Jobber and published by Pearson Education India. This book was released on 2008-09 with total page 552 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Change Leader s Roadmap written by Linda Ackerman Anderson and published by John Wiley & Sons. This book was released on 2010-10-12 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This is the most complete change methodology we have found anywhere." —Pete Fox, General Manager, Corporate Accounts, Microsoft US In these turbulent times, competent change leadership is a most coveted leadership skill, and savvy change consultants are becoming trusted participants at the board table. For both leaders and consultants, knowing how to navigate the complexities of organization transformation is fast becoming the key to a successful career. This second edition of the author?s landmark book is the king of all ?how-to? books on change. It provides a strategic overview of the author?s proven change process methodology, as well as pragmatic guidance and tools for each key step in a complex transformational change process. The Change Leader?s Roadmap is the most comprehensive guide available for building transformational change strategy and designing and implementing successful transformation. Based on thirty years of action research with Fortune 500 companies, government agencies, the military, and large non-profit global organizations. Outlines every key step in a transformational change process Provides worksheets, tools, case examples, and assessments that you can immediately apply to all types of change efforts Includes updated information on a wealth of topics including the critical path tasks and how to use the CLR to change minds and cultures The new edition also includes new activities, methods for building change capability, guiding principles for change, and advice for leading the human dynamics in change and creating an organizational vision. This book is specifically written for leaders, project managers, OD practitioners, change practitioners, and consultants seeking greater change results.
Download or read book Goliath written by Max Blumenthal and published by Bold Type Books. This book was released on 2013-10-01 with total page 514 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2014 Lannan Foundation Cultural Freedom Notable Book Award In Goliath, New York Times bestselling author Max Blumenthal takes us on a journey through the badlands and high roads of Israel-Palestine, painting a startling portrait of Israeli society under the siege of increasingly authoritarian politics as the occupation of the Palestinians deepens. Beginning with the national elections carried out during Israel's war on Gaza in 2008-09, which brought into power the country's most right-wing government to date, Blumenthal tells the story of Israel in the wake of the collapse of the Oslo peace process. As Blumenthal reveals, Israel has become a country where right-wing leaders like Avigdor Lieberman and Bibi Netanyahu are sacrificing democracy on the altar of their power politics; where the loyal opposition largely and passively stands aside and watches the organized assault on civil liberties; where state-funded Orthodox rabbis publish books that provide instructions on how and when to kill Gentiles; where half of Jewish youth declare their refusal to sit in a classroom with an Arab; and where mob violence targets Palestinians and African asylum seekers scapegoated by leading government officials as "demographic threats." Immersing himself like few other journalists inside the world of hardline political leaders and movements, Blumenthal interviews the demagogues and divas in their homes, in the Knesset, and in the watering holes where their young acolytes hang out, and speaks with those political leaders behind the organized assault on civil liberties. As his journey deepens, he painstakingly reports on the occupied Palestinians challenging schemes of demographic separation through unarmed protest. He talks at length to the leaders and youth of Palestinian society inside Israel now targeted by security service dragnets and legislation suppressing their speech, and provides in-depth reporting on the small band of Jewish Israeli dissidents who have shaken off a conformist mindset that permeates the media, schools, and the military. Through his far-ranging travels, Blumenthal illuminates the present by uncovering the ghosts of the past -- the histories of Palestinian neighborhoods and villages now gone and forgotten; how that history has set the stage for the current crisis of Israeli society; and how the Holocaust has been turned into justification for occupation. A brave and unflinching account of the real facts on the ground, Goliath is an unprecedented and compelling work of journalism.
Download or read book Strategic Marketing written by David W. Cravens and published by Irwin/McGraw-Hill. This book was released on 2006 with total page 760 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Marketing 8/e by Cravens and Piercy is a text and casebook that discusses the concepts and processes for gaining the competitive advantage in the marketplace. The authors examine many components of a market-driven strategy, including technology, customer service, customer relationships, pricing, and the global economy. The text provides a strategic perspective andextends beyond the traditional focus on managing the marketing mix. The cases demonstrate how real companies build and implement effective strategies. Author David Cravens is well known in the marketing discipline and was the recipient of the Academy of Marketing Sciencećs Outstanding Marketing Educator Award. Co-author Nigel Piercy, has a particular research interest in market-led strategic change and sales management, for which he has attracted academic and practitioner acclaim in the UK and USA.
Download or read book Handbook of Business to Business Marketing written by Lilien, Gary L. and published by Edward Elgar Publishing. This book was released on 2022-07-15 with total page 713 pages. Available in PDF, EPUB and Kindle. Book excerpt: This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Download or read book No Logo written by Naomi Klein and published by Macmillan. This book was released on 2000-01-15 with total page 520 pages. Available in PDF, EPUB and Kindle. Book excerpt: "What corporations fear most are consumers who ask questions. Naomi Klein offers us the arguments with which to take on the superbrands." Billy Bragg from the bookjacket.
Download or read book Marketing Management written by Dawn Iacobucci and published by Cengage Learning. This book was released on 2021-08-02 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Gain an understanding of the vibrant, challenging environment facing marketers today as Iacobucci�s MARKETING MANAGEMENT, 6E presents an intriguing, guiding framework that clearly illustrates how core concepts fit together. This updated and complete overview of marketing management uses a captivating style and engaging presentation that you will actually enjoy reading. Learn how to make meaningful decisions and construct useful, practical marketing plans to help companies succeed. Revised chapters, updated explanations, new mini-cases and the latest examples depict global marketing, ethics and social media marketing in action. This edition emphasizes the importance of theory with a framework that demonstrates the interrelationship of marketing concepts and decisions. Leading cases from Harvard, Darden and Ivey further reinforce the relevance of what you are learning. MindTap digital resources offer interactive content that connects the latest marketing management principles to business success.
Download or read book Career Development and Counseling written by Steven D. Brown and published by John Wiley & Sons. This book was released on 2012-06-29 with total page 673 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This is a must-have for any researcher in vocational psychology or career counseling, or anyone who wishes to understand the empirical underpinnings of the practice of career counseling." -Mark Pope, EdD College of Education, University of Missouri - St. Louis past president of the American Counseling Association Today's career development professional must choose from a wide array of theories and practices in order to provide services for a diverse range of clients. Career Development and Counseling: Putting Theory and Research to Work focuses on scientifically based career theories and practices, including those derived from research in other disciplines. Driven by the latest empirical and practical evidence, this text offers the most in-depth, far-reaching, and comprehensive career development and counseling resource available. Career Development and Counseling includes coverage of: Major theories of career development, choice, and adjustment Informative research on occupational aspirations, job search success, job satisfaction, work performance, career development with people of color, and women's career development Assessment of interests, needs and values, ability, and other important constructs Occupational classification and sources of occupational information Counseling for school-aged youth, diverse populations, choice-making, choice implementation, work adjustment, and retirement Special needs and applications including those for at-risk, intellectually talented, and work-bound youth; people with disabilities; and individuals dealing with job loss, reentry, and career transitions Edited by two of the leading figures in career development, and featuring contributions by many of the most well-regarded specialists in the field, Career Development and Counseling: Putting Theory and Research to Work is the one book that every career counselor, vocational psychologist, and serious student of career development must have.
Download or read book In Defense of Housing written by Peter Marcuse and published by Verso Books. This book was released on 2024-08-27 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: In every major city in the world there is a housing crisis. How did this happen and what can we do about it? Everyone needs and deserves housing. But today our homes are being transformed into commodities, making the inequalities of the city ever more acute. Profit has become more important than social need. The poor are forced to pay more for worse housing. Communities are faced with the violence of displacement and gentrification. And the benefits of decent housing are only available for those who can afford it. In Defense of Housing is the definitive statement on this crisis from leading urban planner Peter Marcuse and sociologist David Madden. They look at the causes and consequences of the housing problem and detail the need for progressive alternatives. The housing crisis cannot be solved by minor policy shifts, they argue. Rather, the housing crisis has deep political and economic roots—and therefore requires a radical response.
