13th Edition

Sales Force Management Leadership, Innovation, Technology

By Mark W. Johnston, Greg W. Marshall Copyright 2021
    498 Pages 62 Color Illustrations
    by Routledge

    498 Pages 62 Color Illustrations
    by Routledge

    498 Pages 114 B/W Illustrations
    by Routledge

    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:

    • Engaging 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.

    This 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.

    1. Introduction to Sales Management in the Twenty-First Century

    Part 1: Formulation of a Sales Program

    2. The Process of Selling and Buying

    3. Linking Strategies and the Sales Role in the Era of CRM and Data Analytics

    4. Organizing the Sales Effort

    5. The Strategic Role of Information in Sales Management

    Part 2: Implementation of the Sales Program

    6. Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

    7. Salesperson Performance: Motivating the Sales Force

    8. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

    9. Sales Force Recruitment and Selection

    10. Sales Training: Objectives, Techniques, and Evaluation

    11. Salesperson Compensation and Incentives

    Part 3: Evaluation and Control of the Sales Program

    12. Cost Analysis

    13. Evaluating Salesperson Performance


    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.

    '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