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Sales Force Management: Leadership, Innovation, Technology,Used
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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 books 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 technologyenabled selling, and sales analytics. Its a contemporary classic, fully updated for modern sales management practice.Pedagogical features include:Engaging breakout questions designed to spark lively discussionLeadership challenge assignments and minicases to help students understand and apply the principles they have learned in the classroomLeadership, Innovation, and Technology boxes that simulate realworld challenges faced by salespeople and their managersNew Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in salesRole Plays that enable students to learn by doingA selection of comprehensive sales management cases on the companion websiteA companion website features an instructors manual, PowerPoints, and other tools to provide additional support for students and instructors.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: How many pages does this book have? A: This book has four hundred ninety-four pages. It provides comprehensive coverage of sales management topics to enhance learning.
- Q: What is the binding type of this book? A: The binding type of this book is paperback. This makes it lightweight and easy to handle for students.
- Q: What are the dimensions of this book? A: The dimensions of this book are eight point two seven inches in length, one inch in width, and ten point seven five inches in height. These measurements make it a convenient size for reading and carrying.
- Q: Who are the authors of this book? A: The authors of this book are Mark W. Johnston and Greg Marshall. They are recognized experts in the field of sales management.
- Q: What is the main focus of this book? A: The main focus of this book is on modern sales management practices. It emphasizes leadership, innovation, and technology in sales.
- Q: Is this book suitable for beginners in sales management? A: Yes, this book is suitable for beginners in sales management. It includes engaging questions and practical assignments to facilitate learning.
- Q: Are there any case studies included in this book? A: Yes, there are comprehensive sales management case studies included. These cases are designed to provide real-world applications of the concepts discussed.
- Q: Can this book help with ethical decision-making in sales? A: Yes, this book includes Ethical Moment boxes. These boxes challenge readers to consider ethical choices in sales scenarios.
- Q: Does this book provide any online resources? A: Yes, there is a companion website. It features an instructor’s manual, PowerPoints, and additional tools for students and instructors.
- Q: What kind of learning activities does this book include? A: This book includes breakout questions, leadership challenge assignments, and role plays. These activities encourage active learning and discussion.
- Q: Is this book updated for current sales practices? A: Yes, this book is fully updated for modern sales management practice. It reflects the latest tools and strategies in the sales industry.
- Q: Is there a focus on technology in this book? A: Yes, there is a strong focus on technology. It covers tools like customer relationship management and sales analytics.
- Q: What is the target audience for this book? A: The target audience for this book includes students and instructors in sales management. It is designed for academic use and professional development.
- Q: Does this book include discussion questions? A: Yes, the book includes engaging breakout questions for discussion. These are designed to stimulate conversation and deeper understanding.
- Q: Is this book published by a reputable publisher? A: Yes, this book is published by Routledge. Routledge is known for high-quality academic and professional publications.
- Q: Can this book be used for sales training programs? A: Yes, this book can be used for sales training programs. Its practical approach and case studies make it a valuable resource.