Sales Force Management Leadership, Innovation, Technology 12th Edition by Mark W. Johnston

Sales Force Management Leadership, Innovation, Technology 12th Edition by Mark W. Johnston is a comprehensive textbook that delves into the intricacies of managing a sales force in the modern business landscape. Authored by Mark Johnston and Greg Marshall, this book is known for its excellence in the field of sales management and continues to be a leading resource for students and professionals alike.

Key Features of the Book:
– Emphasis on modern marketing tools such as customer relationship management (CRM), social media, technology-enabled selling, and sales analytics.
– Engaging breakout questions to stimulate discussions.
– Management challenge assignments and mini-cases for practical application.
– Real-world scenarios in the form of Management, Innovation, and Technology boxes.
– Ethical decision-making opportunities in each chapter.
– Role-playing exercises to facilitate experiential learning.
– Comprehensive sales management cases available on the companion website.

About the Authors:
Mark W. Johnston holds the Alan and Sandra Gerry Professor of Marketing and Ethics position at Rollins College, USA. He has co-authored several publications, including “Contemporary Advertising” and the upcoming “Routledge Companion to Advertising and Sales Management.” Greg W. Marshall, the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA, has collaborated with Mark Johnston on various projects, such as the fifth edition of “Contemporary Advertising.”

This 12th edition of Sales Force Management Leadership, Innovation, Technology continues to uphold the book’s legacy of excellence and provides a modern perspective on sales management practices.

**FAQs**

**1. Is the 12th edition of Sales Force Management Leadership, Innovation, Technology suitable for students and professionals?**
Yes, this edition caters to both students studying sales management and professionals looking to enhance their knowledge and skills in the field.

**2. Are there practical exercises included in the book?**
Yes, the book includes management challenge assignments, mini-cases, role-playing exercises, and real-world scenarios to help readers apply theoretical concepts to practical situations.

**3. Does the companion website offer additional resources for instructors and students?**
Yes, the companion website provides resources such as an instructor’s manual, PowerPoints, and other tools to support both students and instructors in their learning and teaching processes.

**Conclusion**

Sales Force Management Leadership, Innovation, Technology 12th Edition by Mark W. Johnston is a valuable resource for anyone looking to understand the dynamics of managing a sales force in today’s digital age. With its emphasis on modern marketing tools, practical exercises, and real-world case studies, this book equips readers with the knowledge and skills needed to excel in the field of sales management. Whether you are a student or a professional, this edition is sure to enhance your understanding of sales force management.