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Sales Management: Shaping Future Sales Leaders- 3rd ed. (in English)
Jeff Tanner
(Author)
·
Robert Erffmeyer
(Author)
·
Andrea Dixon
(Author)
·
Wessex, Inc.
· Hardcover
Sales Management: Shaping Future Sales Leaders- 3rd ed. (in English) - Tanner, Jeff ; Erffmeyer, Robert ; Dixon, Andrea
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Synopsis "Sales Management: Shaping Future Sales Leaders- 3rd ed. (in English)"
The emphasis of this textbook is on how sales management gets done. You will find contemporary materialsin the content and application exercises, such as in the end-of-chapter questions, role plays, caselets, andcases. We developed the instructor materials in such a way that they facilitate how instructors teach thecontent 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.
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All books in our catalog are Original.
The book is written in English.
The binding of this edition is Hardcover.
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