Beschreibung
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.
Spezifikationen
Sprache
- Englisch
Autor
- Jeff Tanner
- Robert Erffmeyer
- Andrea Dixon
Erscheinungsjahr
- 2021
Format
- Buch (Hardcover)
Anzahl Seiten
- 490