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• Published on: 1656
• Binding: Paperback

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• Sales Rank: #2134366 in Books
• Published on: 1989
• Binding: Mass Market Paperback

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0 of 0 people found the following review helpful.
Five Stars
By teresa40
Thank you

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• Sales Rank: #3144761 in Books
• Published on: 1994
• Binding: Paperback

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[S209.Ebook] Download Ebook Sales Force Management: Leadership, Innovation, Technology - 11th edition, by Mark W. Johnston, Greg W. Marshall

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In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice.

Including the Churchill, Ford, and Walker approach, the new edition also features:

• A strong focus on leadership, technology, innovation, ethics, and global business 
• New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions 
• Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges 
• Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more

Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .

• Sales Rank: #145622 in Books
• Brand: Brand: Routledge
• Published on: 2013-02-22
• Original language: English
• Number of items: 1
• Dimensions: 1.20" h x 8.00" w x 9.90" l, 2.40 pounds
• Binding: Paperback
• 576 pages

Features

• Used Book in Good Condition

Review

"New challenges within digital communication and selling are facing the new leaders of our sales forces, as well as those of us who teach, but the fundamentals have not changed, and must be studied and understood. As competition gets tougher, extensive competence is needed in a field dominated by "easy readers" ill- suited to be the resource that helps sales personnel master the dynamic issues they face every day. It is comforting that my students have a research-based and comprehensive book to learn from. I have used Sales Force Management since the 6th edition and the book is still doing an excellent job."

- Gorm Kunøe, Associate Professor, The Norwegian Business School

"This latest edition of the classic text is essential reading for students of sales management and selling. Building on a solid base of over half a century of rigorous academic research, the book draws out key implications and techniques that illuminate the area in a unique and insightful way. There is no better way to learn about sales and sales management than this book."

- Dr. Nick Lee, Professor of Marketing and Organizational Research Director of Doctoral Studies, Aston Business School

"Johnston and Marshall have continued to provide sales educators with a solid presentation of sales management principles and practices in this latest edition of the original Churchill, Ford, and Walker text and model. The inclusion of the Chally Group findings and examples make the text approachable for students. The text provides the updated role plays, cases, discussion questions and readings essential for students to engage in the real world process of sales management decision making. And the text continues to be supported by an array of instructional materials that provide flexibility for a variety of teaching approaches."

- Casey Donoho, Associate Professor of Marketing, College of Business, California State University, Chico 

 "An all-inclusive guide to sales program, development, implementation and evaluation, the eleventh edition of Sales Force Management provides all the necessary theory for Sales students at any level, combined with practical cases and role plays for clearer understanding and theoretical application. Mark Johnston and Greg Marshall in collaboration with HR Chally continue to develop this comprehensive guide to sales force management from managing complex relationships, through an emphasis on leadership together with ethical considerations, CRM and cross cultural insights, making this the principal reading choice for both academics and practitioners alike."

- Dr. Ian Speakman, Associate Professor of Negotiation, IESEG School of Management

"As the CEO of a growing software company in addition to teaching Sales Management for the past 10 years I have found Sales Force Management to be the definitive resource for my Sales Management course. The breadth and depth of research content are the perfect complement to the pragmatic approach I take to course instruction."

- Dave Gee, Department of Marketing, University of Wisconsin – Madison

About the Author

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. He has published in a number of journals including the Journal of Marketing Research and the Journal of Personal Selling and Sales Management.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA. Greg is an active researcher in selling and sales management, having written numerous journal articles. He is editor of the Journal of Marketing Theory and Practice.

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2 of 2 people found the following review helpful.
Great Book
By Penny Marken
This book is full of ideas for B2B sales representatives. I could not put it down once I started reading.

0 of 0 people found the following review helpful.
Someone else must have thought it was great too and so they stole it
By durn
Simply incredible. I came accross this text some two years ago and had the hard copy shipped to Jamaica. Someone else must have thought it was great too and so they stole it. I was preparing for a new sales managemet role and needed some insight. I bought tge book for the second time but this time the Kindle version. I find to text to be extremely thorough yet practical. The principles can be applied to every possible salesforce regardless of product offerings. One of the best investments I have ever made.

0 of 0 people found the following review helpful.
It is a pretty good book
By Amazon Customer
It is a pretty good book, but KINDLE (or whoever is in charge of this) PLEASE PUT ACTUALLY PAGE NUMBERS. I seriously had assignments that were a lot harder just because the teacher listed page numbers. What do I see instead of page numbers? 1243325423 of 12342343245646 (WTF).

Now for the positive, it was cheap for the amount of time that I used it, and I did recommend to my friends who also saved money because of this.

Great product, thanks for uploading it to Kindle.

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• Sales Rank: #1413225 in Books
• Published on: 2010-11-01
• Original language: English
• Number of items: 1
• Dimensions: 9.02" h x 1.01" w x 5.98" l, 1.46 pounds
• Binding: Paperback
• 454 pages

About the Author
Richard Hidary received a PhD from New York University and is associate professor of Judaic Studies at Yeshiva University where he teaches courses in Bible, Second Temple Jewish history, Dead Sea Scrolls, Talmud, Midrash, and Jewish ethics. His book, Dispute for the Sake of Heaven: Legal Pluralism in the Talmud, has been published by Brown University, and his articles appear in Encyclopedia Judaica, Encyclopedia of the Bible and Its Reception, AJS Review, Dead Sea Discoveries, Dine Israel, Jewish Studies an Internet Journal, Okimta, and Conversations. Rabbi Hidary also runs the websites teachtorah.org, pizmonim.org, and rabbinics.org.

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3 of 4 people found the following review helpful.
Somewhat dense but well-done
By Michael Lewyn
This book describes the attitudes of the Talmudic sages towards legal pluralism- that is, differences of opinion among rabbis about halacha (Jewish law), and the extent to which rabbis should be allowed to follow minority opinions or local customs rejected in other cities.

Based on dozens of examples, Hidary suggests that there is a significant difference between the Jersualem Talmud ("JT") and the more influential Babylonian Talmud ("BT"). The former text generally maintains a more negative attitude towards diversity of halachic practice. For example, the JT proposes a universal system of rules for deciding between disputing sages, while the BT rejects this system. The BT often discusses diverse practices among the sages, while the JT tries to explain them away.

Why do these differences exist? Hidary proposes a few possible explanations. First, the JT was written in Israel, where Christianity was strong and rabbis thus might have sought to reduce diversity in order to prevent additional sects from splitting up Judaism. By contrast, Babylonia was mostly pagan. Second, Israel was dominated by the Roman Empire, which tended to favor codification of laws (a project that tends to reduce diversity). By contrast, Babylonia was dominated by the Persian Empire, whose legal texts (both secular and religious) were usually not codes and generally accepted multiple teachings. Third, in Israel the rabbinic movement was centered in the north of Israel; perhaps where all scholars lived in the same place, unity would be easier to achieve and disunity might seem more threatening. By contrast, Babylonia was more decentralized, and scholars could more easily carve out local fiefdoms and would be less likely to even know about the practices of other cities.

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