Sales Force Management

3.93 avg rating
( 43 ratings by Goodreads )
 
9780073404851: Sales Force Management

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 practice.

"synopsis" may belong to another edition of this title.

About the Author:

Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance.

Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on ¿Strategic Issues in Selling and Sales Management¿¿¿

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

International Edition
International Edition

1.

Mark W. Johnston
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Quantity Available: 6
International Edition
Seller
SnowWise
(Bangkok, -, Thailand)
Rating
[?]

Book Description Book Condition: Brand New. This is INTERNATIONAL EDITION, Brand New, 10 edition, , color Printing, Softcover International Edition., High-Quality paper, Printed in English. Ships from multiple locations to WORLDWIDE customer. We CANNOT ship to APO/FPO/PO BOX address.3-5 BUSINESS DAYS EXPRESS SHIPPING VIA UPS / FEDEX/ DHL FOR USA, CANADA, EUROPE,ASIA AND AUSTRALIA CUSTOMER. The international edition will has different ISBN and Cover design from US edition. Occasionally, international textbooks may come with different exercises at the end of chapters. Restricted sales disclaimer wordings //Not for Sales in USA and Canada// are printed on the cover of the book. It is legally to use the international edition in North America. Bookseller Inventory # 102917

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 20.85
Convert Currency

Add to Basket

Shipping: £ 14.60
From Thailand to U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

2.

Johnston
Published by McGraw-Hill (2010)
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Softcover Quantity Available: 20
International Edition
Seller
United College Bookstore (UCB) / KUL6632
(Springfield Gardens, NY, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 2010. Book Condition: Brand New. International Edition. Softcover. This is a Brand New Textbook Wrapped MINT in the plastic. Ship from Multiple Locations, including Malaysia, Singapore, and Thailand. Shipping should take from 3-4 business days within US, Canada, UK, and other EU countries, 2-3 business days within Australia, Japan, and Singapore; for faster processing time, please choose to ship with Expedite. Thank you for looking![0920MG SalesForceManage]. Bookseller Inventory # 007340485300044

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 27.94
Convert Currency

Add to Basket

Shipping: £ 7.69
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

3.

Mark W. Johnston
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Quantity Available: 6
International Edition
Seller
store5559
(Park Ridge, IL, U.S.A.)
Rating
[?]

Book Description Book Condition: Brand New. Brand New, 10 edition, , color Printing, Softcover International Edition., GET IT FAST within 2-5 business days by UPS/DHL worldwide express with Tracking Number. Book is printed in English. NO PO Box, APO, FPO address. This is international edition. The international edition will has different ISBN and Cover design from US edition. Occasionally, international textbooks may come with different exercises at the end of chapters. Restricted sales disclaimer wordings //Not for Sales in USA and Canada// are printed on the cover of the book. It is legally to use the international edition in North America. We may ship the books from Asian regions for inventory purpose. Bookseller Inventory # 2917

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 28.75
Convert Currency

Add to Basket

Shipping: £ 7.69
Within U.S.A.
Destination, Rates & Speeds

4.

Johnston, Mark; Marshall, Greg
Published by McGraw-Hill/Irwin (2010)
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Hardcover Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2010. Hardcover. Book Condition: New. book. Bookseller Inventory # 0073404853

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 36.71
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

5.

Johnston
Published by McGraw-Hill (2010)
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Softcover Quantity Available: 20
International Edition
Seller
CollegebookDirect Australia
(Melbourne, VIC, Australia)
Rating
[?]

Book Description McGraw-Hill, 2010. Book Condition: Brand New. International Edition. Softcover. This is a Brand New Textbook Wrapped MINT in the plastic. Ship from Multiple Locations, including Malaysia, Singapore, and Thailand. Shipping should take from 3-4 business days within US, Canada, UK, and other EU countries, 2-3 business days within Australia, Japan, and Singapore; for faster processing time, please choose to ship with Expedite. Thank you for looking![0920MG SalesForceManage]. Bookseller Inventory # 007340485300044

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 36.57
Convert Currency

Add to Basket

Shipping: £ 1.61
From Australia to U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

6.

Johnston
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Quantity Available: 5
International Edition
Seller
firstbookstore
(New Delhi, India)
Rating
[?]

Book Description Book Condition: Brand New. Brand New Paperback International Edition, Perfect Condition. Printed in English. Excellent Quality, Service and customer satisfaction guaranteed!. Bookseller Inventory # AIND-7176

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 40.26
Convert Currency

Add to Basket

Shipping: FREE
From India to U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

7.

Johnston
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Softcover Quantity Available: 5
International Edition
Seller
Romtrade Corp.
(STERLING HEIGHTS, MI, U.S.A.)
Rating
[?]

Book Description Book Condition: New. Brand New Paperback International Edition.We Ship to PO BOX Address also. EXPEDITED shipping option also available for faster delivery. Bookseller Inventory # AUSBNEW-7176

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 42.92
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

8.

Johnston, Mark, Marshall, Greg
Published by McGraw-Hill/Irwin (2010)
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Hardcover Quantity Available: 2
Seller
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin, 2010. Hardcover. Book Condition: New. Bookseller Inventory # P110073404853

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 41.41
Convert Currency

Add to Basket

Shipping: £ 2.30
Within U.S.A.
Destination, Rates & Speeds

9.

Johnston, Mark; Marshall, Greg
Published by McGraw-Hill/Irwin
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Hardcover Quantity Available: 1
Seller
Cloud 9 Books
(Wellington, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill/Irwin. Hardcover. Book Condition: New. 0073404853 New Condition. Bookseller Inventory # NEW6.0033950

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 47.49
Convert Currency

Add to Basket

Shipping: £ 3.84
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

10.

Mark W Johnston; Greg W. Marshall
Published by McGraw-Hill Higher Education
ISBN 10: 0073404853 ISBN 13: 9780073404851
New Soft cover Quantity Available: 1
International Edition
Seller
Supernew USA
(Bangkok, ., Thailand)
Rating
[?]

Book Description McGraw-Hill Higher Education. Soft cover. Book Condition: New. New, 10th Edition, International Edition .Premium quality books. Ship via FedEx, UPS, DHL. Delivery time is 3-5 biz days. Bookseller Inventory # 0073404853

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 44.29
Convert Currency

Add to Basket

Shipping: £ 7.69
From Thailand to U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book