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Spiller, Lisa,

Selling & sales management : developing skills for success / Selling and sales management Lisa Spiller. - xx, 529 pages : illustrations ; 25 cm

Includes bibliographical references and index.

"Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field."--Back cover.

ISBN: 9781529712575 1529712572 9781529712582 1529712580

LCCN: 2021937535

Nat. Bib. No.: GBC1E9170 bnb

Nat. Bib. Agency Control No.: 020321738 Uk

Subjects--Topical Terms:
Selling.
Sales management.
Vente.
Ventes--Gestion.
selling.
Sales management.
Selling.
Verkoopkunde

LC Class. No.: HF5438.2 / .S685 2022

Dewey Class. No.: 658.85