Your course requires a textbook that must be purchased from the NU Bookstore or any other resource of your choosing (for example, on Amazon).
Sales Management - 3ed by Jeff Tanner; Bob Erffmeyer; Early Honeycutt; Andrea Dixon; Emily Tanner; Lenita Davis
ISBN: 9781737766476
Publication Date: 2021-10-01
Davis, L. M., Dixon, A. L., Erffmeyer, R. C., Honeycutt, E., Tanner, E. C., & Tanner Jr., J. F. (2021). Sales management: Shaping future sales leaders (3rd ed.). Wessex.
Chapter 1: Introduction to Sales Management
Chapter 2: The Roles and Multichannel Sales
Chapter 3: Fundamental Approaches to Leadership Development
Cespedes, F. V. (2021). Sales management that works: How to sell in a world that never stops changing. Harvard Business Review Press. https://search.ebscohost.com/login.aspx?direct=true&AuthType=sso&db=nlebk&AN=2465203&site=ehost-live&scope=site&custid=natuniv" target="_blank">https://search.ebscohost.com/login.aspx?direct=true&AuthType=sso&db=nlebk&AN=2465203&site=ehost-live&scope=site&custid=natuniv
Chapter 1. Introduction: to the New Realities of Sales
Chapter 5. Constructing and Clarifying Sales Models
Chapter 6. Managing, Maintaining, and Reconstructing Sales Models
These selections look at the new realities of sales management and how it is changing. The text states that selling is changing and that there is a huge impact on sales of e-commerce, AI, and other megatrends, and buying behavior is changing and is having a huge impact on the business development task.
Sales Management - 3ed by