Exam Prep For Sales Force Management By Johnston Marshall 8th Ed
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| Author | : Mark W. Johnston |
| Publisher | : Routledge |
| Total Pages | : 1076 |
| Release | : 2016-04-14 |
| Genre | : Business & Economics |
| ISBN | : 1317359984 |
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 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.
| Author | : Mark W. Johnston |
| Publisher | : Routledge |
| Total Pages | : 575 |
| Release | : 2013 |
| Genre | : Business & Economics |
| ISBN | : 0415534615 |
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, solidifying the book's position globally as the leading textbook in the field. It's a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students' ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
| Author | : Mark W. Johnston |
| Publisher | : Routledge |
| Total Pages | : 574 |
| Release | : 2013-05-02 |
| Genre | : Business & Economics |
| ISBN | : 1135128367 |
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, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
| Author | : Cram101 Textbook Reviews |
| Publisher | : Academic Internet Pub Incorporated |
| Total Pages | : 168 |
| Release | : 2009-02-05 |
| Genre | : Education |
| ISBN | : 9781428838130 |
Never HIGHLIGHT a Book Again! Virtually all of the testable terms, concepts, persons, places, and events from the textbook are included. Cram101 Just the FACTS101 studyguides give all of the outlines, highlights, notes, and quizzes for your textbook with optional online comprehensive practice tests. Only Cram101 is Textbook Specific. Accompanys: 9780072961836 .
| Author | : Mark W. Johnston |
| Publisher | : Routledge |
| Total Pages | : 0 |
| Release | : 2025-02-27 |
| Genre | : Business & Economics |
| ISBN | : 9781032692760 |
This 14th edition of Sales Force Management continues to build on the book's reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. 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. The authors have strengthened the focus on the use of technology in sales management including the use of AI in predictive sales analytics, updated the content to reflect the enduring impact of the Covid-19 Pandemic, and revised the case studies and features throughout. Pedagogical features include: All-new 'Thought Bubblers' posing international challenges regularly encountered by sales managers to develop students' cultural intelligence and ability to handle cross-cultural interactions with ease. Engaging breakout questions designed to spark lively discussion. Leadership Challenge assignments at the end of every chapter to help students understand and apply the principles they have learned in the classroom. Minicases updated to reflect contemporary B2B industry settings that today's graduating sales students will find themselves in, such as technology sales roles. 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. This fully updated new edition is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. Online supplementary resources include an Instructor's Manual and PowerPoint lecture slides.
| Author | : Mark Johnston |
| Publisher | : McGraw-Hill/Irwin |
| Total Pages | : 544 |
| Release | : 2008-03-28 |
| Genre | : Business & Economics |
| ISBN | : 9780073529875 |
Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
| Author | : Mark W. Johnston |
| Publisher | : |
| Total Pages | : 512 |
| Release | : 2008-05-01 |
| Genre | : Sales management |
| ISBN | : 9780071288057 |
Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
| Author | : Mark Johnston |
| Publisher | : McGraw-Hill/Irwin |
| Total Pages | : 0 |
| Release | : 2010-02-26 |
| Genre | : Business & Economics |
| ISBN | : 9780073404851 |
Sales Force Management, 10e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 10th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
| Author | : Mark W. Johnston |
| Publisher | : Routledge |
| Total Pages | : 436 |
| Release | : 2016-02-19 |
| Genre | : Business & Economics |
| ISBN | : 1317360834 |
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
| Author | : M. C. Cant |
| Publisher | : Juta and Company Ltd |
| Total Pages | : 292 |
| Release | : 2005-09 |
| Genre | : Business & Economics |
| ISBN | : 9780702166365 |
Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.
