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Marketing Management
"No doubt about it, marketing is really changing. Marketing today is: Very strategic-customer-centricity is now a core organizational value. Practiced virtually, digitally, and socially to a greater degree than ever before imagined. Enabled and informed by analytics and new technologies. Accountable to top management through diligent attention to metrics and measurement. Oriented toward service as driver of product. "Owned" by everybody in the firm to one degree or another"--
Sales Force Management
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 unders...
Contemporary Selling
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 relationsh...
A Dangerous Mind
A Dangerous Mind is a celebration of the ideas and influence of Delbert L. Wiens. It contains tributes to him, essays inspired by him, and some of his unpublished works. This effort has been brought together by his students, colleagues, and friends at the fiftieth anniversary of the publication of his "New Wineskins for Old Wine," which hoped to guide the Mennonite Brethren as they faced the challenges of modernity--it has proven useful for other denominations facing similar transitions. This year also marks the sixtieth anniversary of Delbert's foundation of the Mennonite mission in Vietnam. In addition to celebrating his ideas and influence through our writing, we have also endeavored to capture the spirit of his work through art illustrating each section of this volume.
Relationship Selling
Now available in its third edition, Relationship Selling has struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This same approach is used successfully at firms throughout the world-no surprise given the extensive real-world sales and consulting experience of this author team. From its numerous role-plays and pedagogical aids to its student-friendly style and stellar teaching support, Relationship Selling is a fast-rising favorite of students and instructors alike.
Essentials of Marketing Management
This is a textbook that instructors can connect with and students can learn from, in that it pulls them into the world of marketing through real-world applications. This textbook stays current by covering the hottest topics in this course area, such as Customer Relationship Management and Metrics, in a user-friendly, non-encyclopedic format. Marshall/Johnston's Essentials of Marketing Management has taken great effort to represent marketing management the way it is actually practiced in successful organizations today. In our view, leading and managing the aspects of marketing to improve individual, unit, and organizational performance-- marketing management-- is a core business activity. Its relevance is not limited to just marketing departments or marketing majors. And business students of all backgrounds should appreciate the impact of effective marketing management on their own professional careers as well on as the overall success of their organizations. Bottom line, the ability to do great marketing management is relevant to everyone in a firm.
Sales Force Management
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 Cha...
Churchill/Ford/Walker's Sales Force Management
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.t.
Substance, Judgment, and Evaluation
Substance, Judgment and Evaluation: Seeking the Worth of a Liberal Arts, Core Text Education selectively presents the thoughts of scholars and teachers of liberal arts, core text education on how their programs formulate and advance a "value-centered" education. What emerges from this selection is the wide scope of core text programs underlying the semantic intention of words such as "value-centered," "judgment," or even "liberal arts" or "collegiate" and "colleague." This volume records the cooperation and thoughtful consideration of faculty from a wide range of higher education institutions - research universities, comprehensive universities, colleges, and community colleges - who have chosen to come together to form such programs across North America. This volume should be of value to any dean, director, or faculty member who seeks to work with colleagues and texts across disciplines to form a coherent undergraduate program of study within general education.
Self and Emotional Life
Adrian Johnston and Catherine Malabou defy theoretical humanities' deeply-entrenched resistance to engagements with the life sciences. Rather than treat biology and its branches as hopelessly reductive and politically suspect, they view recent advances in neurobiology and its adjacent scientific fields as providing crucial catalysts to a radical rethinking of subjectivity. Merging three distinct disciplines—European philosophy from Descartes to the present, Freudian-Lacanian psychoanalysis, and affective neuroscience—Johnston and Malabou triangulate the emotional life of affective subjects as conceptualized in philosophy and psychoanalysis with neuroscience. Their experiments yield diffe...
