Sales Force Management: Leadership, Innovation, Technology, 12th Edition

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, featuring an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors, will be coming soon. Please contact Routledge’s sales team for advance access to the materials.

Table of Contents

CHAPTER 1 Introduction to Sales Management in the Twenty-First Century

PART ONE FORMULATION OF A SALES PROGRAM
CHAPTER 2 The Process of Selling and Buying
CHAPTER 3 Linking Strategies and the Sales Role in the Era of CRM and Data Analytics
CHAPTER 4 Organizing the Sales Effort
CHAPTER 5 The Strategic Role of Information in Sales Management

PART TWO IMPLEMENTATION OF THE SALES PROGRAM
CHAPTER 6 Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
CHAPTER 7 Salesperson Performance: Motivating the Sales Force
CHAPTER 8 Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
CHAPTER 9 Sales Force Recruitment and Selection
CHAPTER 10 Sales Training: Objectives, Techniques, and Evaluation
CHAPTER 11 Salesperson Compensation and Incentives

PART THREE EVALUATION AND CONTROL OF THE SALES PROGRAM
CHAPTER 12 Cost Analysis
CHAPTER 13 Evaluating Salesperson Performance