Sales Force Management Leadership, Innovation, Technology 13th Edition by Mark W. Johnston

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• ISBN-10 ‏ : ‎ 0367682087
• ISBN-13 ‏ : ‎ 978-0367682088

In this 13th iteration of Sales Team Management, Mark Johnston and Greg Marshall progress the book’s reputation as a modern classic, thoroughly updated for contemporary sales management education, research, and application. The authors have enhanced the focus on utilizing technology in sales administration, introduced new dialogues on current sales methodologies, and further emphasized the fusion of sales and marketing strategies.

By recognizing prevailing trends and implementations, Sales Team Management melds real-world sales management top practices with cutting-edge principles and empirical studies in a singular, authoritative resource. Teaching elements include:

• Engaging breakout queries crafted to ignite dynamic conversations.
• Management Challenge tasks and Minicases towards the conclusion of each section to aid students in comprehending and applying the theories they have studied in the classroom.
• Management, Creativity, and Technology segments that replicate authentic dilemmas confronted by salespeople and their supervisors.
• Ethical Scenarios subsections in each segment challenge students to confront ethical dilemmas prevalent in sales.
• Role-Play exercises at the end of each segment, devised to enable students to learn through application.
• A broad array of updated and revised expanded sales management case studies, both in the book and on the affiliated website.

This fully revamped new edition delivers a thorough and amalgamated overview of amassed doctrine and research pertinent to sales management, articulated lucidly into practical deployments―a hallmark of Sales Team Management as time progresses. It is a valuable asset for students studying sales management at both undergraduate and postgraduate tiers.

The accompanying website showcases a tutor’s manual, PowerPoints, case studies, and other utilities to extend additional assistance for students and educators.

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