Sales Force Management: Leadership, Innovation, Technology - 11th edition

by Mark W. Johnston

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-9780415... .

Genres: Management, Business

574 pages, Kindle Edition

First published May 2, 1993

Reviews

[Chantel · Rating 5 out of 5]

Churchill Ford and Walker's Sales Force Management
Author: Mark W. Johnston, Greg W. Marshall, Neil M. Ford, Orville C. Walker, Gilbert A. Sales Force Management Churchill
Book Type: Hardcover

A very interesting baccalaureate/college level textbook. I learned so much about dealing with ALL employees of my small business from this book. It also helped me relate to the hordes of sales people who came through the doors of my business trying to sell me something too!!

[Vennittah · Rating 2 out of 5]

Good book but the material wasn't spectacular