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Beskrivelse
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.
