Sales Management - 3Ed

The emphasis of this textbook is on how sales management gets done. You will find contemporary materials in the content and application exercises, such as in the end-of-chapter questions, role plays, caselets, and cases. We developed the instructor materials in such a way that they facilitate how instructors teach the content using various modes (e.g., face-to-face, online, or hybrid models). To reflect the textbook's new organization, we provided an overview of the sales function and the role it plays in a firm's overall strategy and discuss industry priorities (e.g., lead generation and cross-selling). We expanded our content related to B2B sales and discuss the different roles salespeople play within those channels. In addition to introducing traditional leadership approaches, we refocused Chapter 2 on leadership development early in one's career and introduced the emergent leadership approach.

• | Author: Jeff Tanner, Bob Erffmeyer, Robert Erffmeyer, Early Honeycutt, Andrea Dixon, Emily Tanner, Lenita Davis
• | Publisher: Wessex, Inc.
• | Publication Date: Dec 30, 2021
• | Number of Pages: 490 pages
• | Language: English
• | Binding: Hardcover
• | ISBN-10: 1737766477
• | ISBN-13: 9781737766476