Sales Management: Shaping Future Sales Leaders, Pearson New International Edition : 9781292023458

Sales Management: Shaping Future Sales Leaders, Pearson New International Edition

Tanner & Erffmeyer
Published by
Pearson Higher Ed USA
In stock
Title type
Title type

For courses in sales management.

Sales Management
prepares students to become effective sales managers in today’s hyper-competitive, global economy—by integrating current technology, research, and strategic thinking activities.

Table of contents
  • Part One — Strategic Planning
  • Chapter 1: Introduction to Sales Management
  • Chapter 2: The Sales Function and Multi-Sales Channels
  • Part Two — Sales Leadership
  • Chapter 3: Leadership and the Sales Executive
  • Chapter 4: Ethics, the Law, and Sales Leadership
  • Part Three —Analyzing Customers and Markets
  • Chapter 5: Business-to-Business (B2B) Sales and Customer Relationship Management
  • Chapter 6: Leveraging Information Technologies
  • Part Four — Designing and Developing the Sales Force
  • Chapter 7: Designing and Organizing the Sales Force
  • Chapter 8: Recruiting and Selecting the Right Salespeople
  • Chapter 9: Training and Developing the Sales Force
  • Part Five — Process Management
  • Chapter 10: Supervising, Managing, and Leading Salespeople Individually and in Teams
  • Chapter 11: Setting Goals and Managing the Sales Force’s Performance
  • Chapter 12: Motivating and Rewarding Salespeople
  • Part Six — Measurement, Analysis, and Knowledge Management
  • Chapter 13: Turning Customer Information into Knowledge
  • Chapter 14: Assessing the Performance of the Sales Force and the People Who Comprise It
  • Chapter 15: Internal and External Cultural Forces That Affect a Firm’s Sales Performance
  • Part Seven - Cases---there are 12 cases total. The exact order of cases and exact titles is still being determined---sample title: 
  • Case 1 Wellco Distributors: Considering a Diversity Program
Features & benefits

CRM Chapter—CRM technology is integral to success in sales and sales management, today more than ever. An entire chapter is devoted to using CRM technology to manage sales organisations, offering students the background they will need to one day use CRM technology to make good decisions.

Chapter Opening Vignettes—Each chapter opens with a profile of an actual sales manager that explains their day-to-day challenges, and relates their experiences to the chapter material. Students get a sense of the daily responsibilities of a sales manager, which helps them relate the materials they are learning to what they may eventually do in the business world.

Unique and new cases and caselets—Twelve full-length cases have been written by the authors specifically for the book. In addition, each chapter contains two caselets that may be used as classroom discussion, homework assignments, or as prep for the larger cases. These cases are totally integrated with the book, offering more fluidity for both students and instructors, and they are more focused on the practice of sales management today than some of the classic cases. 

Self-Assessment Library—Each chapter contains one or two self-assessment activities that students complete to learn more about their ideas and attitudes. This activity offers students the opportunity to become better managers through greater self-awareness. The concepts covered are also good discussion-starters on how to manage different kinds of people.

Role-plays—Role-plays are key sales training activities that offer students the opportunity to understand how they may react in different situations. Role-plays appear at the end of each chapter.