Churchill, Ford, and Walker’s Sales Force Management, 7/e, now authored by Johnston and Marshall, is a research/ theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. This book will appeal to a variety of teaching approaches-to those instructors who primarily emphasize the lecture-discussion approach or to those who prefer case-oriented instruction. No matter what approach is used, the research/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of Innovation, Leadership, and Technology combine to make this text a leader in the sales management market.t.

Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets

Business & Money

Johnston, Mark W.

Marshall, Greg W.

Marketing & Sales

McGraw/Hill/Irwin

Relationship Selling and Sales Management (McGraw-Hill/Irwin Series in Marketing)

If applicable, online access, codes or supplements are not guaranteed to be included or work. Slightly umped corners. Slight shelf wear. Pages are clean and binding is tight.

Relationship Selling and Sales Management

IRWIN

McGraw/Hill

McGraw=Hill

Relationship Selling and Sales Management, 1/e by Johnston and Marshall is truly unique as it is the only book on the market that fuses Relationship Selling and Customer Value (70%) with Leadership and Sales Management (30%). Instead of purchasing multiple books to amass material in those areas, professors now have the convenience of having it all in one text. The 70/30 coverage allocation reflects the overwhelming majority of opinions expressed through market research. Authors of our successful Churchill/Ford/Walker’s Sales Force Management text and individuals with quite a presence in the field, Mark Johnston and Greg Marshall bring a wealth of expertise and energy into this product. The book is written for appropriate use both at the college/university setting and the community college/junior college setting.

Relationship Selling and Sales Management w/ ACT! CD-ROM

Part One What Is Relationship Selling? Chapter 1 Introduction to Relationship Selling Chapter 2 Using Information to Understand Sellers and Buyer Chapter 3 Value Creation in Buyer-Seller Relationships Chapter 4 Ethical and Legal Issues in Relationship Selling Part Two Elements of Relationship Selling Chapter 5 Prospecting and Sales Call Planning Chapter 6 Communicating the Sales Message Chapter 7 Negotiating for Win-Win Solutions Chapter 8 Closing the Sale and Follow-up Chapter 9 Self-Management: Time and Territory Part Three Managing the Relationship-Selling Process Chapter 10 Salesperson Performance: Behavior, Motivation, and Role Perceptions Chapter 11 Recruiting and Selecting Salespeople Chapter 12 Training Salespeople for Sales Success Chapter 13 Salesperson Compensation and Incentives Glossary Endnotes Index

Relationship Selling with ACT! Express CD-ROM

This is a textbook that instructors can connect with and students can learn from, in that it pulls them into the world of marketing through real-world applications. This textbook stays current by covering the hottest topics in this course area, such as Customer Relationship Management and Metrics, in a user-friendly, non-encyclopedic format.

Marketing Management

Management & Leadership

Irwin Professional_Pub

This full featured text is provided as an option to the price- sensitive student. It is a full 4-color text that’s threewhole punched and made available at a discount to students. Also available in a package with Connect Plus.

Loose Leaf Marketing Management

McGraw–Hill Education

This is a textbook that instructors can connect with and students can learn from, in that it pulls them into the world of marketing through real-world applications. This textbook stays current by covering the hottest topics in this course area, such as Customer Relationship Management and Metrics, in a user-friendly, non-encyclopedic format. Marshall/Johnston’s Essentials of Marketing Management has taken great effort to represent marketing management the way it is actually practiced in successful organizations today. In our view, leading and managing the aspects of marketing to improve individual, unit, and organizational performance— marketing management— is a core business activity. Its relevance is not limited to just marketing departments or marketing majors. And business students of all backgrounds should appreciate the impact of effective marketing management on their own professional careers as well on as the overall success of their organizations. Bottom line, the ability to do great marketing management is relevant to everyone in a firm.

Essentials of Marketing Management

Finance

Marshall/Johnston's Marketing Management, 2e has taken great effort to represent marketing management the way it is actually practiced in successful organisations today. Given the dramatic changes in the field of marketing, it is a sure bet that the job of leading marketing manager's contributions to the organisation and its customers, clients, and partners has changed at the same level. Yet, no marketing management book on the market today fully and effectively captures and communicates to students how marketing management is really practiced in the 21st century business world. Clearly, it is time for an updated approach to teaching and learning within the field. Marketing Management 2e is designed to fulfill this need.

Contemporary Selling: Building Relationships, Creating Value

Product Description 
Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. 
Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include:\nupdated mini cases to engage students and reinforce learning objectives;\nEthical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers;\nRole Play exercises that enable students to learn by doing; and\nupdated discussion queries to drive classroom discussion and help students connect important concepts.\nThis fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels. 
Supplementary resources include an instructor’s manual, PowerPoint slides, and other tools to provide additional support for students and instructors. 
 Review 
"I highly recommend this book to instructors who wish to cover the breadth of sales organization topics while still emphasizing the depth of learning through targeted student activities. Moreover, the contemporary selling model and framework provide an excellent roadmap and connect topics to the core of building relationships and creating value." \nStacey L. Malek, Assistant Professor of Marketing, Erasmus School of Economics, The Netherlands\n"This is an excellent resource for teaching sales management to business students. It provides a modern introduction to the field, covering in detail key ideas such as CRM, the selling process (including e.g., prospecting, communicating, negotiating, and closing), and how to manage the sales force (discussing features such as recruitment, training, incentives…). It includes illustrative mini-cases, role play exercises, and an appendix showing how to use formulas for CRM using spreadsheets. The textbook has also great complimentary materials (slides, instructor manual, and a test-bank of questions)." 
Mercedes Esteban-Bravo, Full Professor in Marketing and Market Research, UC3M-Universidad Carlos III de Madrid, Spain\nAbout the Author 
Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College in Florida, USA, and is a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. 
Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College in Florida, USA, and is a Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.

Routledge

Sales Force Management: Leadership, Innovation, Technology

Product Description 
In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration. 
By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. Pedagogical features include:\nEngaging breakout questions designed to spark lively discussion. 
Leadership Challenge assignments and Minicases at the end of every chapter 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. 
Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales. 
Role-Play exercises at the end of each chapter, designed to enable students to learn by doing. 
A comprehensive selection of updated and revised longer sales management case studies, in the book and on the companion website.\nThis fully updated new edition offers a thorough and integrated overview of accumulated theory and research relevant to sales management, translated clearly into practical applications―a hallmark of Sales Force Management over the years. It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. 
The companion website features an instructor’s manual, PowerPoints, case studies, and other tools to provide additional support for students and instructors. 
 Review 
'This is a comprehensive text that delivers all you need to know about B2B selling from a personal selling and a sales management context. It is instructive with excellent supporting learning materials invaluable in the classroom. I have used this text in both my undergraduate and some postgraduate teaching previously, and will do so again for sure.' 
Dr Tony Douglas, Programme Director, Consalia\nAbout the Author 
Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College in Florida, USA, and is a consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. 
Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College in Florida, USA, and is a Professor of Marketing and Sales at the Aston Business School in Birmingham, UK.

See the best price to sell, buy, or rent books by Johnston, Mark W.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Johnston, Mark W.

See the best price to sell, buy, or rent books by Johnston, Mark W.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Churchill/Ford/Walker's Sales Force Management with Excel Spreadsheets

Relationship Selling and Sales Management

Relationship Selling and Sales Management w/ ACT! CD-ROM

Relationship Selling with ACT! Express CD-ROM

Marketing Management

Loose Leaf Marketing Management

Essentials of Marketing Management

Marketing Management

Contemporary Selling: Building Relationships, Creating Value

Sales Force Management: Leadership, Innovation, Technology