Sales Force Management

by Mark W. Johnston, Greg W. Marshall

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.

Genres: Management, Business

496 pages, Hardcover

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