1 1

Sales Management: Shaping Future Sales Leaders

2nd Edition

by Jeff Tanner, Earl Honeycutt, and Robert C. Erffmeyer

Sales Management: Shaping Future Sales Leaders (3rd Edition)
A newer edition of this title is available:
Sales Management: Shaping Future Sales Leaders (3rd Edition)

Collections: Textbooks

$ 89.70 USD
$ 89.70 USD
Sale Sold out
Format

Note: Before purchasing an E-Book, please read the instructions.
View full details

Description

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!

Details

ISBN (View all)
978-0-9897013-5-8pdf
Dimensions
8.5 x 11.0 in
Year Published
2014
×
Format ISBN List Price Wessex Website Price
E-Book 978-0-9897013-5-8pdf N/A $ 89.70 USD

Instructor Materials

This title includes access to course materials for verified instructors:
Log in to view Request access

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