{"title":"Mark W Johnston","description":null,"products":[{"product_id":"contemporary-selling-book-mark-w-johnston-9780415523509","title":"Contemporary Selling","description":"Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today.   The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features:          `Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world         In-chapter `Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling         Mini-cases to help students understand and apply the principles they have learned in the classroom        Role-plays at the end of each chapter enabling students to learn by doing         Special appendices on selling math and developing a professional sales proposal         Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide.     Further resources for instructors and students are available at www.routledge.com\/cw\/johnston-9780415523509 .","brand":"WoB","offers":[{"title":"GB \/ GOOD \/ INTERNAL","offer_id":49612252348689,"sku":"GOR008938004","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49621666562321,"sku":"GOR007981684","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":51331439231249,"sku":"CIN0415523508G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":52506424410385,"sku":"CIN0415523508VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0415523508.jpg?v=1750975797"},{"product_id":"sales-force-management-book-mark-w-johnston-9780072826340","title":"Sales Force Management","description":"\"Churchill, Ford, and Walker's Sales Force Management, 7\/e\", now authored by Johnston and Marshall, is a research\/theory based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. This book will appeal to a variety of teaching approaches - to those instructors who primarily emphasize the lecture - discussion approach or to those who prefer case-oriented instruction. No matter what approach is used, the research\/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of Innovation, Leadership, and Technology combine to make this text a leader in the sales management market.","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49648114762001,"sku":"GOR002493959","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0072826347.jpg?v=1751069432"},{"product_id":"sales-force-management-book-mark-w-johnston-9780367682064","title":"Sales Force Management","description":"This new edition builds on the book's reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. It offers a strengthened focus on technology, new discussions on innovative sales practices, and further integrates sales and marketing.","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50351234154769,"sku":"CIN0367682060G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0367682060.jpg?v=1750697188"},{"product_id":"contemporary-selling-book-mark-w-johnston-9781138951235","title":"Contemporary Selling","description":"Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers.     Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today.      Pedagogical features include:　          Mini-cases to help students understand and apply the principles they have learned in the classroom         Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers         Role Plays that enable students to learn by doing    A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.","brand":"WoB","offers":[{"title":"US \/ WELL_READ \/ SBYB","offer_id":50370507800849,"sku":"CIN1138951234A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":50378706911505,"sku":"CIN1138951234G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50719149392145,"sku":"CIN1138951234VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":50853810635025,"sku":"GOR011568398","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/B01N6NWGKJ.jpg?v=1751434254"},{"product_id":"sales-force-management-book-mark-w-johnston-9781138951716","title":"Sales Force Management","description":"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, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice.     Pedagogical features include:　          Engaging breakout questions designed to spark lively discussion        Leadership challenge assignments and mini-cases 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         New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales        Role Plays that enable students to learn by doing         A selection of comprehensive sales management cases on the companion website   A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.","brand":"WoB","offers":[{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50378711499025,"sku":"CIN1138951714VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ WELL_READ \/ SBYB","offer_id":51322547339537,"sku":"CIN1138951714A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":52106024419601,"sku":"CIN1138951714G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1138951714.jpg?v=1750951958"},{"product_id":"sales-force-management-book-mark-w-johnston-9780415534611","title":"Sales Force Management","description":"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 .","brand":"WoB","offers":[{"title":"US \/ WELL_READ \/ SBYB","offer_id":50414410105105,"sku":"CIN0415534615A","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0415534615.jpg?v=1751135436"},{"product_id":"contemporary-selling-book-mark-w-johnston-9780415523493","title":"Contemporary Selling","description":"Rev. ed. of: Relationship selling. 3rd ed. c2010.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":50467106816273,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":50467107668241,"sku":"CIN0415523494G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0415523494.jpg?v=1751135426"},{"product_id":"sales-force-management-book-mark-w-johnston-9780367682088","title":"Sales Force Management","description":"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.","brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50484385022225,"sku":"CIN0367682087G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ NEW \/ INGRAM","offer_id":51001656246545,"sku":"NIN9780367682088","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":52511954960657,"sku":"CIN0367682087VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0367682087.jpg?v=1751196350"},{"product_id":"sales-force-management-book-mark-w-johnston-9781032692722","title":"Sales Force Management","description":"This 14th edition of Sales Force Management continues to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice.  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. 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:    All-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 Engaging breakout questions designed to spark lively discussion Leadership Challenge assignments at the end of every chapter to help students understand and apply the principles they have learned in the classroom Minicases updated to reflect contemporary B2B industry settings that today’s graduating sales students will find themselves in, such as technology sales roles 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  This 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.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51201962836241,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":51201963458833,"sku":"NGR9781032692722","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1032692723.jpg?v=1751333869"},{"product_id":"sales-force-management-book-mark-w-johnston-9781032692760","title":"Sales Force Management","description":"This 14th edition of Sales Force Management continues to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice.  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. 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:    All-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 Engaging breakout questions designed to spark lively discussion Leadership Challenge assignments at the end of every chapter to help students understand and apply the principles they have learned in the classroom Minicases updated to reflect contemporary B2B industry settings that today’s graduating sales students will find themselves in, such as technology sales roles 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  This 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.","brand":"WoB","offers":[{"title":"GB \/ NEW \/ GARDNERS","offer_id":51201975189777,"sku":"NGR9781032692760","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1032692766.jpg?v=1751400312"},{"product_id":"contemporary-selling-book-mark-w-johnston-9781032692685","title":"Contemporary Selling","description":"Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach.  The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. It is a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. The book has been fully updated with new content throughout, including the impact of the COVID-19 pandemic, the rise of remote working and virtual selling, advances in sales technology and tools, such as the use of AI and automation, value-based sales and social selling.  Pedagogical features include:    Mini-cases to engage students and reinforce learning objectives. Ethical Dilemma and Global Connection boxes that simulate real-world challenges. New Cultural Sales Challenges that engage, inform, and develop students' cultural intelligence in sales scenarios. New Application Exercises at the conclusion of each chapter with specific applications for ‘in the classroom’ and ‘in the field’.  Role Play exercises that enable students to learn by doing. Discussion queries to drive classroom discussion and help students connect important concepts.  This 7th edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.  Supplementary resources include an instructor’s manual and PowerPoint slides.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51202041970961,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":51202042495249,"sku":"NGR9781032692685","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1032692685.jpg?v=1750984193"},{"product_id":"contemporary-selling-book-mark-w-johnston-9781032692661","title":"Contemporary Selling","description":"Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach.  The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. It is a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. The book has been fully updated with new content throughout, including the impact of the COVID-19 pandemic, the rise of remote working and virtual selling, advances in sales technology and tools, such as the use of AI and automation, value-based sales and social selling.  Pedagogical features include:    Mini-cases to engage students and reinforce learning objectives. Ethical Dilemma and Global Connection boxes that simulate real-world challenges. New Cultural Sales Challenges that engage, inform, and develop students' cultural intelligence in sales scenarios. New Application Exercises at the conclusion of each chapter with specific applications for ‘in the classroom’ and ‘in the field’.  Role Play exercises that enable students to learn by doing. Discussion queries to drive classroom discussion and help students connect important concepts.  This 7th edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.  Supplementary resources include an instructor’s manual and PowerPoint slides.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51202072314129,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":51202072903953,"sku":"NGR9781032692661","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ INGRAM","offer_id":52599410655505,"sku":"NLS9781032692661","price":0.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1032692669.jpg?v=1751237351"},{"product_id":"contemporary-selling-book-mark-w-johnston-9780367435172","title":"Contemporary Selling","description":"Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers.  Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include:         updated mini cases to engage students and reinforce learning objectives;      Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers;      Role Play exercises that enable students to learn by doing; and      updated discussion queries to drive classroom discussion and help students connect important concepts.  This fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels.  Supplementary resources include an instructor’s manual, PowerPoint slides, and other tools to provide additional support for students and instructors.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51247818998033,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51247820177681,"sku":"NIN9780367435172","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":53399713218833,"sku":"CIN0367435179VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0367435179.jpg?v=1751134695"},{"product_id":"sales-force-management-book-mark-w-johnston-9780415534628","title":"Sales Force Management","description":"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 .","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":51330294612241,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":51330297135377,"sku":"CIN0415534623VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":51871560106257,"sku":"GOR009876964","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ GOOD \/ SBYB","offer_id":52958212817169,"sku":"CIN0415534623G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0415534623.jpg?v=1751292763"}],"url":"https:\/\/www.worldofbooks.com\/en-gb\/collections\/author-books-by-mark-w-johnston.oembed","provider":"World of Books ","version":"1.0","type":"link"}