Packed with engaging examples and case studies from companies
including Amazon, IBM, and Pepsi, as well as unique insights from
sales professionals across the globe, this comprehensive textbook
balances research, theory, and practice to guide students through the
art and science of selling in a fast-changing and digital age. The
text highlights the emerging role of storytelling, sales analytics and
automation in a highly competitive and technological world, and
includes exercises and role plays for students to practice as they
learn about each stage of the selling process. As well as its focus on
selling, the text also provides students with essential sales
management skills such as onboarding, coaching, mentoring, and leading
salespeople, as well as managing sales pipelines, territories,
budgets, systems, and teams when not in the field. Online resources
are included to help instructors teaching with the textbook, including
PowerPoint slides and a testbank. Chapter overviews and teaching notes
for the roleplays included in the text and suggested course projects
and worksheets are also provided for instructors. Suitable for courses
on selling and sales management at all college and university levels.
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Produktdetaljer
ISBN
9781529765014
Publisert
2021
Utgave
1. utgave
Utgiver
Vendor
Sage Publications Ltd (UK)
Språk
Product language
Engelsk
Format
Product format
Digital bok
Forfatter