{"product_id":"9781737766476","title":"Sales Management: Shaping Future Sales Leaders- 3rd ed.","description":"\u003cp\u003eThe emphasis of this textbook is on how sales management gets done. You will find contemporary materials\u003c\/p\u003e\u003cp\u003ein the content and application exercises, such as in the end-of-chapter questions, role plays, caselets, and\u003c\/p\u003e\u003cp\u003ecases. We developed the instructor materials in such a way that they facilitate how instructors teach the\u003c\/p\u003e\u003cp\u003econtent using various modes (e.g., face-to-face, online, or hybrid models). To reflect the textbook's new organization, \u003c\/p\u003e\u003cp\u003ewe provided an overview of the sales function and the role it plays in a firm's overall strategy and discuss industry priorities \u003c\/p\u003e\u003cp\u003e(e.g., lead generation and cross-selling). We expanded our content related to B2B sales and discuss the different \u003c\/p\u003e\u003cp\u003eroles salespeople play within those channels. In addition to introducing traditional leadership approaches, \u003c\/p\u003e\u003cp\u003ewe refocused Chapter 2 on leadership development early in one's career and introduced the emergent leadership approach.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e","brand":"wessex, inc.","offers":[{"title":"Default Title","offer_id":46277472551153,"sku":"9781737766476","price":234.7,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0674\/5433\/7265\/files\/9781737766476_p0.jpg?v=1765182425","url":"https:\/\/shop.barnesandnoble.com\/products\/9781737766476","provider":"Barnes \u0026 Noble","version":"1.0","type":"link"}