Sales Force Management Leadership Innovation Technology 12th Edition Mark W. Johnston

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Product details:

• ISBN-10 ‏ : ‎ 1138951722
• ISBN-13 ‏ : ‎ 978-1138951723
• Author:  Mark W. Johnston (Author), Greg W. Marshall (Author)

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.

Table of contents:

Chapter 1: Introduction to Sales Management in the Twenty-First Century

Chapter 2: The Process of Selling and Buying

Chapter 3: Linking Strategies and the Sales Role in the Era of CRM and Data Analytics

Chapter 4: Organizing the Sales Effort

Chapter 5: The Strategic Role of Information in Sales Management

Chapter 6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Chapter 7: Salesperson Performance: Motivating the Sales Force

Chapter 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Chapter 9: Sales Force Recruitment and Selection

Chapter 10: Sales Training: Objectives, Techniques, and Evaluation

Chapter 11: Salesperson Compensation and Incentives

Chapter 12: Cost Analysis

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