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Sales Management: Shaping Future Sales Leaders- 3rd ed.

Management Science

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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.

Product Specifications

Format: hardcover
ASIN: 1737766477
Category: Books > Subjects > Business, Finance & Law > Management > Management Science
Domain: Amazon UK
Release Date: 30 December 2021
Listed Since: 17 February 2022

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Sales Management: Shaping Future Sales Leaders- 3rd ed.

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