Selling & Sales Management: Developing Skills for Success

This textbook provides a comprehensive guide to selling in a fast-changing and digital age,with engaging examples and case studies from companies and insights from sales professionals. It covers emerging roles such as storytelling, sales analytics, and automation and includes exercises and role plays for students to practice. It also provides essential sales management skills and online resources for instructors. Suitable for courses on selling and sales management at all college and university levels.

Format: Paperback / softback
Length: 552 pages
Publication date: 27 October 2021
Publisher: SAGE Publications Ltd

This comprehensive textbook is a valuable resource for students seeking to master the art and science of selling in a fast-changing and digital age. Packed with engaging examples and case studies from companies such as Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, the text balances research, theory, and practice to guide students through the intricacies of selling.

In addition to its focus on selling, the textbook also provides students with essential sales management skills, including 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 test bank. Chapter overviews and teaching notes for the roleplays included in the text, as well as suggested course projects and worksheets, are also provided for instructors.

Suitable for courses on selling and sales management at all college and university levels, this textbook is a must-have for anyone looking to succeed in the competitive world of sales.

Weight: 1046g
Dimension: 189 x 246 x 37 (mm)
ISBN-13: 9781529712575