Completely revised and updated for 21st Century selling, this popular text has been renamed and revamped to reflect issues affecting salespeople today and well beyond. The most current text on the market, Sales Management: Teamwork, Leadership and Technology focuses on topics most important to today's organisations, including team building, leadership, relationship selling, services and non-profit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson ...
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Completely revised and updated for 21st Century selling, this popular text has been renamed and revamped to reflect issues affecting salespeople today and well beyond. The most current text on the market, Sales Management: Teamwork, Leadership and Technology focuses on topics most important to today's organisations, including team building, leadership, relationship selling, services and non-profit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson turned professor, Futrell, empowers students with the tools to win customers for life. Features: * Drawing from his personal sales experience, research, and numerous interviews with practising sales reps and managers, Futrell has created a text that equips readers with the basic skills and knowledge needed to operate an outside sales force from small firms to multinational giants. * The text reflects the author's "learn by doing" approach used in his own classroom. Students gain hands-on sales training through suggested video role plays, coupled with myriad examples, end-of-chapter management application questions, innovative projects, and cases. Featured in short, medium, and longer formats, most of the end-of-chapter cases are completely new for the fifth edition. * Ethics issues are integrated throughout the text, including an entire chapter devoted to the social, ethical, and legal responsibilities of sales reps and managers, as well as end-of-chapter ethical dilemma questions. New to this edition: * Hundreds of new industry examples have been integrated throughout the fifth edition, giving students insight into real-world selling and sales management issues. Each chapter opens with an illustration from the field, introducing chapter concepts in the context of real-world practice. * A new central theme illustrates the use of technology and automation in selling and servicing prospects and customers. * The use of teams to sell, service, and oversee customers is emphasized throughout, reflecting real-world practices from the sales field. * Sales management experimental exercises have been added to each chapter, enabling students to apply chapter concepts to real-world scenarios and sharpen their own selling skills. Exercises can be completed in class or outside for subsequent in-class discussion. * Penned by sales professionals from around the globe, new "Selling and Managing Globally" boxed features integrate international insight with chapter concepts. * Discussions and examples of effective leadership--a key to high-performing sales team--have been significantly expanded throughout the text. * Sales career coverage has been expanded, illustrating to students the sales jobs in all organizations--business, service, and nonprofit.
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Add this copy of Sales Management: Teamwork, Leadership, and Technology to cart. $9.46, good condition, Sold by Half Price Books Inc rated 4.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 1997 by Dryden Pr.
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Add this copy of Sales Management to cart. $9.48, good condition, Sold by ThriftBooks-Reno rated 5.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 1991 by Harcourt Brace College Publishers.
Add this copy of Sales Management: Teamwork, Leadership and Technology to cart. $25.45, good condition, Sold by Anybook rated 5.0 out of 5 stars, ships from Lincoln, UNITED KINGDOM, published 1998 by The Dryden Press.
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This is an ex-library book and may have the usual library/used-book markings inside. This book has hardback covers. In good all round condition. No dust jacket. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 1300grams, ISBN: 9780030106293.
Add this copy of Sales Management: Teamwork, Leadership, and Technology, to cart. $30.00, good condition, Sold by A2ZBooks rated 4.0 out of 5 stars, ships from Burgin, KY, UNITED STATES, published 1997 by Dryden Press.
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Very Good Condition. Highlighting Quantity Available: 1. Category: Business, Finance & Marketing; ISBN: 003010629X. ISBN/EAN: 9780030106293. Pictures of this item not already displayed here available upon request. Inventory No: ABE369012604.
