Sales Force Mmanagement 10e

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 practiceNew and Updated Feature Boxes on Innovation, Technology, and Leadership: These popular feature boxes have been either updated or new ones have been added to highlight the latest trends in sales management. Professors will benefit from incorporating these topical features into class discussion and exercises, and students will find it easy to apply the concepts they are learning in the chapter. New and Updated Integrative Cases: Six popular sales management cases are updated to incorporate new technologies and best practice managerial concepts. Strategic Partnership with HR Chally Group: HR Chally Group is the leading global consultancy focused on enterprise-wide talent management. Recent results from their cutting-edge research form the basis for a thoroughly updated set of chapter openers while findings from many of their research studies are incorporated throughout the text. Students and their instructors will appreciate reading how Chally?s work is applied to real-world topics facing sales managers today. Role Plays: Sales Force Management incorporates the latest in state-of-the-art sales management training in the form of role plays that instructors can use seamlessly throughout the course. Each role play enables students to work together to employ important sales management concepts they have learned in that particular chapter. Research Based: The text includes the latest theories and applications for modern sales force management, keeping the student abreast of classic and current research, application trends, and critical changes in the field. Learning Objectives: Each chapter begins with learning objectives. Students know what is expected of them and professors can use these to guide class discussion. Discussion Questions: Found at the end of each chapter, these questions are either application questions with some limited data or thought-provoking questions that require students to reflect on the material they have just read. Pedagogical Enhancements: Key Terms lists highlight the most important concepts in the text so students better know what to focus on. This text also has numerous industry examples and applications ? students can readily apply text concepts to real-life situations. It effectively uses icons and features boxes to highlight the major text themes of Innovation, Technology, and Leadership. Suggested Readings: Each chapter contains additional readings from the popular business press and leading research journals on specific topics to encourage students to learn more about cutting edge sales management issues and concepts.