Sales Management: Shaping Future Sales Leaders

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.