TY  - BOOK
AU  - Spiller,Lisa
TI  - Selling & sales management: developing skills for success 
SN  - 9781529712575
AV  - HF5438.2 .S685 2022
U1  - 658.85 23
PY  - 2022///]
CY  - London
PB  - Sage
KW  - Selling
KW  - Sales management
KW  - Vente
KW  - Ventes
KW  - Gestion
KW  - selling
KW  - aat
KW  - fast
KW  - Verkoopkunde
KW  - nbdbt
N1  - Includes bibliographical references and index
N2  - "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
ER  -