About the Author Greg has been happily married to Eileen Martelli since 1980. Jessica, Nicholas, and Natalie are their children and Greg has 4 grandchildren. He earned a BA in Biology, a BS in Geology at the University of Delaware, a Masters of Zoology from The University of Maine, Orono, spent a year in Elat Israel on a mariculture research facility before going to Jefferson Medical College in Philadelphia. His medical residency at Wilmington Medical Center was followed by a Rheumatology Fellowship at the University of Virginia. Greg taught and did research at West Virginia University before moving to Winchester, Virginia where he was a solo Rheumatologist for thirty years. He retired in August 2022 to spend time with family and pursue writing.
The lives of Mike Buckley and Glenn Preston collide violently one day at the old bank in Cameron, ultimately resulting in the loss of one man’s life, and the other man’s past. Behind the scenes, a crooked Police Chief uses his power to destroy evidence and people to protect himself, his department, and the secrets the town council holds.
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.
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.
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