Sales Management 2nd Edition

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book Sales Management 2nd Edition by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer, Wessex Press
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Jeff Tanner, Earl Honeycutt, Robert Erffmeyer ISBN: 9780990740575
Publisher: Wessex Press Publication: February 1, 2015
Imprint: Wessex Press Language: English
Author: Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
ISBN: 9780990740575
Publisher: Wessex Press
Publication: February 1, 2015
Imprint: Wessex Press
Language: English

The second edition of Sales Management: Shaping Future Sales Leaders was updated with new academic sources and practical examples that improve your students' understanding of the material. Each chapter opening features a practicing sales manager who advised us about the chapter, and discusses how his or her firm manages its sales team. In each chapter you will find special boxed sections on ethics, technology, and/or global issues. At the end of each chapter we have added a new section, Managing Your Career, to help students better understand why the material is personally important to them. We also provide a suggested role-play for each chapter to engage the students and help reinforce chapter content. Plus, you will find two short cases (caselets) per chapter that students can read quickly, and that you can use to either introduce or summarize the chapter. These features really help make your classroom interactive! Lastly, the second edition has 12 original cases that include global, ethical, hiring, training, sales leadership, evaluation, and CRM scenarios, among others. Twelve additional updated cases are also available from the authors. In the area of pedagogy, we offer "flipped classroom" slides that are designed for interactive class experiences so that students will engage in your class. Veteran authors, who have worked and specialized in sales/sales management their entire academic careers, wrote this book. The instructor's manual was conceived, written, and used by the authors. You'll find the guidance you need to use the slides, caselets, role-plays, and other pedagogical features to create a highly engaging and effective class experience. Our goal is to provide you with materials to make your sales management class successful. Please request a trial copy and/or contact one of the authors should you have questions or suggestions about the book.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

The second edition of Sales Management: Shaping Future Sales Leaders was updated with new academic sources and practical examples that improve your students' understanding of the material. Each chapter opening features a practicing sales manager who advised us about the chapter, and discusses how his or her firm manages its sales team. In each chapter you will find special boxed sections on ethics, technology, and/or global issues. At the end of each chapter we have added a new section, Managing Your Career, to help students better understand why the material is personally important to them. We also provide a suggested role-play for each chapter to engage the students and help reinforce chapter content. Plus, you will find two short cases (caselets) per chapter that students can read quickly, and that you can use to either introduce or summarize the chapter. These features really help make your classroom interactive! Lastly, the second edition has 12 original cases that include global, ethical, hiring, training, sales leadership, evaluation, and CRM scenarios, among others. Twelve additional updated cases are also available from the authors. In the area of pedagogy, we offer "flipped classroom" slides that are designed for interactive class experiences so that students will engage in your class. Veteran authors, who have worked and specialized in sales/sales management their entire academic careers, wrote this book. The instructor's manual was conceived, written, and used by the authors. You'll find the guidance you need to use the slides, caselets, role-plays, and other pedagogical features to create a highly engaging and effective class experience. Our goal is to provide you with materials to make your sales management class successful. Please request a trial copy and/or contact one of the authors should you have questions or suggestions about the book.

More books from Management

Cover of the book Exporting by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book L'apprenance au service de la performance by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Successful Decision-Making by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Setting the PACE in Product Development by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Le management lean by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Materials Management by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Determinants Of The Capital Structure Of The Cement Industry From Pakistan by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Making the Most of Standards by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Business Intelligence in Microsoft SharePoint 2013 by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Arbeitslosigkeit in Deutschland - Ein Hysteresis Phänomen? by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Erfolgreich durch Spezialisierung by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Recycling and Junk Removal Business by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Alcanza la satisfacción laboral by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Making the World Work Better by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
Cover of the book Proceedings of the Ninth International Conference on Management Science and Engineering Management by Jeff Tanner, Earl Honeycutt, Robert Erffmeyer
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy