"Sales Force Management‎,‎ 9e" remains the most definitive text in the field today‎.‎ Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field‎.‎ The familiar framework of this text ‎- from which instructors love to teach ‎- remains the same while relevant‎,‎ real‎-world student learning tools and up‎-to‎-date sales management theory and application have been added‎.‎ The framework has been developed to portray sales managers‎'‎ activities as three interrelated‎,‎ sequential processes‎,‎ each of which influences the various determinants of salesperson performance‎.‎The three interrelated parts of the framework‎,‎ formulation of a sales program‎,‎ implementation of the sales program‎,‎ and evaluation and control of the sales program‎,‎ remain consistent and highly relevant in the 9th edition‎.‎ This edition integrates new‎,‎ innovative learning tools and the latest in sales management theory and practice‎.‎