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Sales Force Management : Leadership, Innovation, Technology by Greg W. Marshall and Mark W. Johnston (2016, Trade Paperback, Revised edition,New Edition)

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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.

Product Identifiers

Publisher
Routledge
ISBN-10
1138951722
ISBN-13
9781138951723
eBay Product ID (ePID)
217185908

Product Key Features

Author
Mark w. Johnston, Greg w. Marshall
Publication Name
Sales Force Management : Leadership, Innovation, Technology
Format
Trade Paperback
Language
English
Publication Year
2016
Type
Textbook
Number of Pages
466 Pages

Dimensions

Item Length
10.9in
Item Height
0.9in
Item Width
8.5in
Item Weight
48.1 Oz

Additional Product Features

Lc Classification Number
Hf5438.4.C48 2016
Edition Description
Revised Edition,New Edition
Edition Number
12
Reviews
Finding academic textbooks that reflect the role of sales managers has been difficult. A gap between corporate sales management tasks and student learning approaches in the classroom has grown. Johnston and Marshall have filled this gap and provided a variety of opportunities to connect student learning, academic requirements, and practitioner realities. -- Dena H. Hale, Southeast Missouri State University, USA, 'Finding academic textbooks that reflect the role of sales managers has been difficult. A gap between corporate sales management tasks and student learning approaches in the classroom has grown. Johnston and Marshall have filled this gap and provided a variety of opportunities to connect student learning, academic requirements, and practitioner realities.' --Dena H. Hale, Southeast Missouri State University, USA 'This is a comprehensive text that delivers all you need to know about B2B selling from a personal selling and a sales management context. It is instructive with excellent supporting learning materials invaluable in the classroom. I will use this text in both my undergraduate and some postgraduate teaching.' -- Tony Douglas, Edinburgh Napier University, UK
Table of Content
1. Introduction to Sales Management in the Twenty-First Century Part One Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of CRM & Data Analytics 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Part Two Implementation of the Sales Program 6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction 7. Salesperson Performance: Motivating the Sales Force 8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople 9. Sales Force Recruitment and Selection 10. Sales Training: Objectives, Techniques, and Evaluation 11. Salesperson Compensation and Incentives Part Three Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance
Copyright Date
2016
Target Audience
College Audience
Topic
Sales & Selling / Management, Marketing / General, Customer Relations, Sales & Selling / General
Lccn
2017-302344
Dewey Decimal
658.8/1/01
Dewey Edition
23
Illustrated
Yes
Genre
Business & Economics

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Sales Force Management : Leadership, Innovation, Technology by Greg W. Marshall and Mark W. Johnston (2016, Trade Paperback, Revised edition,New Edition)

About this product

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Product Key Features

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Additional Product Features

All listings for this product

item 1 Sales Force Management: Leadership, Innovation, Technology

item 2 Sales Force Management: Leadership, Innovation, Technology

item 3 Sales Force Management: Leadership, Innovation, Technology - Paperback - GOOD

item 4 Sales Force Management : Leadership, Innovation, Technology Paper

item 5 Sales Force Management : Leadership, Innovation, Technology Paper

item 6 Sales Force Management: - Paperback, by Johnston Mark W.; - Very Good

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