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Sales Force Management Mark W. Johnston (Rollins College, USA)

Sales Force Management By Mark W. Johnston (Rollins College, USA)

Sales Force Management by Mark W. Johnston (Rollins College, USA)

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Sales Force Management Summary

Sales Force Management: Leadership, Innovation, Technology by Mark W. Johnston (Rollins College, USA)

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.

Sales Force Management 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

'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

About Mark W. Johnston (Rollins College, USA)

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. He is the co-author, with Greg W. Marshall, of Contemporary Selling, 5h edition, published by Routledge and the forthcoming Routledge Companion to Selling and Sales Management. Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. He is the co-editor, with Mark W. Johnston, of Contemporary Selling, 5h edition, published by Routledge and the forthcoming Routledge Companion to Selling and Sales Management.

Table of Contents

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

Additional information

CIN1138951722VG
9781138951723
1138951722
Sales Force Management: Leadership, Innovation, Technology by Mark W. Johnston (Rollins College, USA)
Mark W. Johnston (Rollins College, USA)
Used - Very Good
Paperback
Taylor & Francis Ltd
20160609
466
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

Customer Reviews - Sales Force Management