Sales Management

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.