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.