Sales Force Management

Leadership, Innovation, Technology

Business & Finance, Marketing & Sales, Customer Service, Sales & Selling
Cover of the book Sales Force Management by Mark W. Johnston, Greg W. Marshall, Taylor and Francis
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Author: Mark W. Johnston, Greg W. Marshall ISBN: 9781317359982
Publisher: Taylor and Francis Publication: April 14, 2016
Imprint: Routledge Language: English
Author: Mark W. Johnston, Greg W. Marshall
ISBN: 9781317359982
Publisher: Taylor and Francis
Publication: April 14, 2016
Imprint: Routledge
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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: 

A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

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