Sales Force Management: Leadership, Innovation, Technology

by Mark W. Johnston, Greg W. Marshall

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

494 pages, Paperback

First published February 26, 2016