Sales Force Management: Leadership, Innovation, Technology - 11th 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 solidifying the books position globally as the leading textbook in the field. Its a contemporary classic fully updated for modern sales management practice. Including the Churchill Ford and Walker approach the new edition also features: A strong focus on leadership technology innovation ethics and global business New material integrated throughout the book on multifaceted sales communication approaches leadership and the relationship between the marketing and sales functions Continued partnership with HR Chally a global sales consultancy that supplies cutting-edge data for each chapter allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features such as short and long cases to stimulate discussion leadership challenges to assess students ability to make decisions role plays to allow students to learn by doing and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .