Sales Force Management: Leadership, Innovation, Technology

by Mark W. Johnston, Greg W. Marshall

Overview

In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration.

By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. Pedagogical features include:

• Engaging breakout questions designed to spark lively discussion.
• Leadership Challenge assignments and Minicases at the end of every chapter 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.
• Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales.
• Role-Play exercises at the end of each chapter, designed to enable students to learn by doing.
• A comprehensive selection of updated and revised longer sales management case studies, in the book and on the companion website.

This fully updated new edition offers a thorough and integrated overview of accumulated theory and research relevant to sales management, translated clearly into practical applications—a hallmark of Sales Force Management over the years. It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels.

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

Product Details

ISBN-13:	9781000317510
Publisher:	Taylor & Francis
Publication date:	12/07/2020
Sold by:	Barnes & Noble
Format:	eBook
Pages:	498
Sales rank:	615,682
File size:	22 MB
Note:	This product may take a few minutes to download.

About the Author

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College in Florida, USA, and is a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College in Florida, USA, and is a Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.

Table of Contents

1. Introduction to Sales Management in the Twenty-First Century Part 1: Formulation of a Sales Program 2. The Process of Selling and Buying 3. Linking Strategies and the Sales Role in the Era of CRM and Data Analytics 4. Organizing the Sales Effort 5. The Strategic Role of Information in Sales Management Part 2: 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 3: Evaluation and Control of the Sales Program 12. Cost Analysis 13. Evaluating Salesperson Performance

Editorial Reviews

'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 have used this text in both my undergraduate and some postgraduate teaching previously, and will do so again for sure.'

Dr Tony Douglas, Programme Director, Consalia

From the Publisher