Sales Management: Shaping Future Sales Leaders- 3rd ed.

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...