{"product_id":"9781032692760","title":"Sales Force Management Leadership, Innovation, Technology - International Student Edition","description":"\u003ch1\u003eSales Force Management\u003c\/h1\u003e\u003ch2\u003eLeadership, Innovation, Technology - International Student Edition\u003c\/h2\u003e\u003ch3\u003eMark W. Johnston | Jessica Ogilvie | Greg W. Marshall\u003c\/h3\u003e\u003cdiv\u003e\u003cb\u003eBusiness \u0026amp; Economics \/ Sales \u0026amp; Selling \/ General\u003c\/b\u003e\u003c\/div\u003e\u003cbr\u003e\u003cdiv\u003e\n\u003cp\u003eThis 14th edition of \u003ci\u003eSales Force Management \u003c\/i\u003econtinues to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice.\u003c\/p\u003e\n\u003cp\u003eBy identifying recent trends and applications, \u003ci\u003eSales Force Management \u003c\/i\u003ecombines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. The authors have strengthened the focus on the use of technology in sales management including the use of AI in predictive sales analytics, updated the content to reflect the enduring impact of the Covid-19 pandemic, and revised the case studies and features throughout. Pedagogical features include the following:\u003c\/p\u003e\n\u003cul\u003e \u003cli\u003eAll-new \"Thought Bubblers\" posing international challenges regularly encountered by sales managers to develop students’ cultural intelligence and ability to handle cross-cultural interactions with ease\u003c\/li\u003e \u003cli\u003eEngaging breakout questions designed to spark lively discussion\u003c\/li\u003e \u003cli\u003eLeadership Challenge assignments at the end of every chapter to help students understand and apply the principles they have learned in the classroom\u003c\/li\u003e \u003cli\u003eMinicases updated to reflect contemporary B2B industry settings that today’s graduating sales students will find themselves in, such as technology sales roles\u003c\/li\u003e \u003cli\u003eLeadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers\u003c\/li\u003e \u003cli\u003eEthical Moment boxes in each chapter put students on the firing line of making ethical choices in sales\u003c\/li\u003e \u003cli\u003eRole-Play exercises at the end of each chapter, designed to enable students to learn by doing\u003c\/li\u003e \u003c\/ul\u003e\n\u003cp\u003eThis fully updated new edition is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. Online supplementary resources include an Instructor’s Manual and PowerPoint lecture slides.\u003c\/p\u003e\n\u003c\/div\u003e\u003cdiv\u003e\n\u003cp\u003e\u003cb\u003eMark W. Johnston\u003c\/b\u003e 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.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eGreg W. Marshall\u003c\/b\u003e 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.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eJessica L. Ogilvie\u003c\/b\u003e is the Edward A. Brennan Chair in Marketing and Executive Director of the Center for Professional Selling at Marquette University in Wisconsin, USA.\u003c\/p\u003e\n\u003c\/div\u003e\u003cbr\u003e\u003ctable\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublication Date: \u003c\/td\u003e\n\u003ctd\u003e30 March 2025\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublisher: \u003c\/td\u003e\n\u003ctd\u003eTaylor \u0026amp; Francis\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eImprint: \u003c\/td\u003e\n\u003ctd\u003eRoutledge\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eISBN-13: \u003c\/td\u003e\n\u003ctd\u003e9781032692760\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFormat: \u003c\/td\u003e\n\u003ctd\u003eHardback\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePage Count: \u003c\/td\u003e\n\u003ctd\u003e470\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eWeight (oz): \u003c\/td\u003e\n\u003ctd\u003e55.13\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e","brand":"Taylor \u0026 Francis","offers":[{"title":"Default Title","offer_id":63547593523340,"sku":"9781032692760","price":378.0,"currency_code":"USD","in_stock":true}],"url":"https:\/\/lateknightbooks.com\/products\/9781032692760","provider":"Late Knight Books and Services, LLC","version":"1.0","type":"link"}