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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 9: Ethics, the Law, and Sales Leadership
Chapter 14: Effectively Leveraging Culture as a Sales Leader
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
Chapter 11. Conclusion: What Senior Sales Managers Should Know About Sales
It equips senior sales managers with specialized knowledge and strategic insights. For instance, the chapter explores advanced topics like sales forecasting, international market expansion, and leadership development tailored to their role. This knowledge allows senior managers to excel in complex scenarios, such as managing large accounts or negotiating at the executive level. They also learn to adapt to evolving market trends, like leveraging digital marketing strategies. Moreover, the chapter offers real-world examples and case studies that make theoretical concepts immediately applicable to their roles, helping them drive sales performance and advance in their careers. Overall, Chapter 11 prepares senior sales managers to be strategic leaders within the organization.
Sales Management - 3ed by