Sales Force Management: Leadership, Innovation, Technology: International Student Edition

Mark Johnston and Greg Marshall have updated the 13th edition of Sales Force Management to include new discussions on innovative sales practices and technology, as well as a comprehensive selection of updated and revised case studies. It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels.

\n Format: Paperback / softback
\n Length: 470 pages
\n Publication date: 01 September 2021
\n Publisher: Taylor & Francis Ltd
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In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall have further cemented the book's status as a contemporary classic, thoroughly revised and updated for modern sales management teaching, research, and practice. The authors have deepened the emphasis on leveraging technology in sales management, introduced fresh discussions on innovative sales practices, and further emphasized the seamless integration of sales and marketing. By examining emerging trends and applications, Sales Force Management seamlessly combines real-world sales management best practices with cutting-edge theory and empirical research, offering a comprehensive and authoritative source. This edition has been meticulously designed to engage students and facilitate their learning journey. Key pedagogical features include: Engaging breakout questions that inspire lively discussions. Leadership Challenge assignments and Minicases at the end of each chapter, designed to help students grasp and apply the principles learned in the classroom. Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers. Ethical Moment boxes that prompt students to make ethical choices in sales. Role-Play exercises at the end of each chapter, enabling students to learn through practical experience. A comprehensive selection of updated and revised longer sales management case studies, both in the book and on the companion website. This fully updated new edition provides a thorough and integrated overview of the accumulated theory and research relevant to sales management, seamlessly translated into practical applications—a hallmark of Sales Force Management throughout its years. It serves as an invaluable resource for students pursuing sales management education at both undergraduate and postgraduate levels. The companion website offers an instructors manual, Powe, to support educators in effectively implementing the book's content.

\n Weight: 1494g\n
Dimension: 209 x 278 x 30 (mm)\n
ISBN-13: 9780367682538\n
Edition number: 13 New edition\n