Sales Force Management, 9e 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 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
Key Features
Comprehensive, Integrative Cases: New and updated cases are provided in the ninth edition. Six popular cases are updated to incorporate in new technologies and managerial concepts. Three new sales management cases from the Ivey School of Business at the University of Western Ontario have been added ? one at the end of each major part of the book. Each chapter also contains a Minicase enabling students to apply directly what they are learning from each chapter.
Comprehensive, Integrative Cases: New and updated cases are provided in the ninth edition. Six popular cases are updated to incorporate in new technologies and managerial concepts. Three new sales management cases from the Ivey School of Business at the University of Western Ontario have been added ? one at the end of each major part of the book. Each chapter also contains a Minicase enabling students to apply directly what they are learning from each chapter.
Strategic Partnership with HR Chally Group: HR Chally Group joins the ninth edition of Sales Force Management as a strategic partner. This group is the leading global consultancy focused on enterprise-wide talent management. Their research forms the basis for a completely new set of chapter openers. In addition, managerial relevant concepts from their many research studies are incorporated throughout the text. Students and their instructors will enjoy and appreciate reading how the Chally findings are applied to real-world topics facing sales managers today. No other sales management textbook offers this future of combining cutting-edge research with sales management practice.
Strategic Partnership with HR Chally Group: HR Chally Group joins the ninth edition of Sales Force Management as a strategic partner. This group is the leading global consultancy focused on enterprise-wide talent management. Their research forms the basis for a completely new set of chapter openers. In addition, managerial relevant concepts from their many research studies are incorporated throughout the text. Students and their instructors will enjoy and appreciate reading how the Chally findings are applied to real-world topics facing sales managers today. No other sales management textbook offers this future of combining cutting-edge research with sales management practice.
Role Plays: Sales Force Management 9e incorporates the latest in state-of-the-art sales management training in the form of role plays that faculty can use throughout the course. Each role play enables students to work together to employ important sales management concepts they have learned in that particular chapter.
Role Plays: Sales Force Management 9e incorporates the latest in state-of-the-art sales management training in the form of role plays that faculty can use throughout the course. Each role play enables students to work together to employ important sales management concepts they have learned in that particular chapter.
Leadership Challenge: Each end-of-chapter contains updated ?Leadership Challenge? feature boxes which puts the students in real life sales management situations and asks them to solve the problem. This feature engages students more directly in learning and applying leadership issues.
Leadership Challenge: Each end-of-chapter contains updated ?Leadership Challenge? feature boxes which puts the students in real life sales management situations and asks them to solve the problem. This feature engages students more directly in learning and applying leadership issues.
New and Updated Feature Boxes on Innovation, Technology, and Leadership: Many boxes have been revised and new ones have been added to highlight the latest trends in sales management. Professors will benefit from incorporating these features into class discussion and exercises, and students will find it easier to apply the concepts they are learning in the chapter.
New and Updated Feature Boxes on Innovation, Technology, and Leadership: Many boxes have been revised and new ones have been added to highlight the latest trends in sales management. Professors will benefit from incorporating these features into class discussion and exercises, and students will find it easier to apply the concepts they are learning in the chapter.
New and Updated Breakout Questions: Timely and engaging discussion questions can be found at the end of each chapter. These make for great discussion starters as well as highly useful review questions for exams.
New and Updated Breakout Questions: Timely and engaging discussion questions can be found at the end of each chapter. These make for great discussion starters as well as highly useful review questions for exams.
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.
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.
Boxed Examples: Innovation, Technology, and Leadership boxes are designed to illustrate the material presented in each chapter. Students will make connections to the theory and application concepts in the text and how the sales managers can greatly increase the success of their firms.
Boxed Examples: Innovation, Technology, and Leadership boxes are designed to illustrate the material presented in each chapter. Students will make connections to the theory and application concepts in the text and how the sales managers can greatly increase the success of their firms.
Learning Objectives: Each chapter begins with learning objectives. Students know what is expected of them and professors can use these to guide class discussion.
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.
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.
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.
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.
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 Customer Relationship Management
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
