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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: What topics are covered in 'Sales Force Management: Leadership, Innovation, Technology'? A: The book covers essential topics in sales force management, including customer relationship management (CRM), social media, technology-enabled selling, and sales analytics.
- Q: Who are the authors of this textbook? A: The textbook is authored by Mark Johnston and Greg Marshall, who continue the legacy of previous editions by Churchill, Ford, and Walker.
- Q: What are the key pedagogical features of the book? A: Key features include engaging breakout questions, leadership challenge assignments, mini-cases, Leadership, Innovation, and Technology boxes, Ethical Moment boxes, role plays, and comprehensive sales management cases available on the companion website.
- Q: Is this edition of the book updated for modern practices? A: Yes, this 12th edition is fully updated to reflect contemporary sales management practices.
- Q: What is the format and condition of the book? A: The book is available in paperback format and is in new condition.
- Q: How many pages does the textbook have? A: The textbook contains a total of 494 pages.
- Q: When was 'Sales Force Management' published? A: The book was published on May 5, 2016.
- Q: Is there a companion website for this textbook? A: Yes, the companion website offers an instructor’s manual, PowerPoints, and additional resources for both students and instructors.
- Q: What are some of the ethical considerations addressed in the book? A: The book includes Ethical Moment boxes in each chapter that challenge students to make ethical choices relevant to sales situations.
- Q: Can this book be used for self-study? A: Yes, the engaging features and role plays make it suitable for self-study as well as classroom use.