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Sales Management: Shaping Future Sales Leaders

3rd Edition

by Lenita M. Davis, Andrea Dixon, Robert C. Erffmeyer, Earl Honeycutt, Emily C. Tanner, and Jeff Tanner

Collections: Management, Sales & Account Management, Textbooks

$ 234.70 USD
$ 234.70 USD
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Description

In addition to having PhDs, the book’s author team have all worked in sales roles. As a result, this textbook balances the emphasis between theory and practice, with a practical emphasis on how sales management gets done. The book’s structure helps students better understand the career progression from being a salesperson who works well with a sales manager (Part One), to becoming a sales manager (Part Two), and progressing to a sales leadership role (Part Three). Incorporating current theory with practical applications, role plays, caselets and cases, this textbook will support the instructor who is seeking to prepare students to lead high-performance sales organizations.

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Details

ISBN (View all)
978-1-7377664-7-6
Dimensions
8.5 x 11.0 in
Length
490 pages
Year Published
2021
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Format ISBN List Price Wessex Website Price
Hardcover 978-1-7377664-7-6 $ 234.70 USD $ 234.70 USD
Softcover 978-1-7377664-8-3 $ 179.70 USD $ 139.70 USD
E-Book 978-1-7377664-9-0 N/A $ 89.70 USD

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Testimonials

Sales Management by Tanner and team is, by far, the best book on the market that prepares both students and active businesspeople to become highly effective sales managers. This book is grounded in the realities of today’s highly competitive global economy, and skillfully integrates current human management, technology, research, and strategic thinking activities.

Karl Sooder

Department of Marketing, Professional Selling Program, College of Business Administration, University of Central Florida

This is a wonderful sales management book that does a great job of integrating sales management concepts. The book combines theory with very practical examples that students can use to reinforce their learning. I use the book for my undergraduate sales course and my MBA course in sales leadership and strategy, both in the U.S. and abroad.

Ashraf Attia

Professor of Marketing, Marketing & Management Department, School of Business, State University of New York, Oswego, New York

Sales Management strikes the right balance between practice and theory. Students learn both basic knowledge about sales force management and advanced principles based on the most recent research. I strongly recommend this book to both graduate and undergraduate instructors.

Christophe Fournier

Professor of Marketing, Head of Marketing Research Center, Institut d’Administration des Entreprises, Université Montpellier, Montpellier, France

This is a very engaging and student-connected sales management text. Students comment that they enjoy reading the book and that the cases are exceptional. Cases that engage students, provide the right level of ambiguity, and allow applying text and practical concepts, encourage critical thinking.

Linda Ferrell

Professor of Marketing, Bill Daniels Professor of Business Ethics, President, Academy of Marketing Science, Anderson School of Management, University of New Mexico, Albuquerque