Sales Management: Teamwork, Leadership, and Technology- Fifth Edition

Lingua: inglese

Editore: Dryden Pr, 1991

003010629X / 9780030106293

Da: Mad Hatter, West Kelowna, BC, CanadaMad Hatter

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Venditore AbeBooks dal 4 maggio 2026

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Condizione: Usato - Molto buono

EUR 26,76

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Descrizione dell’articolo da parte del venditore

A tight and unmarked copy-" Completely revised and updated for 21st Century selling, this popular text has been renamed and revamped to reflect issues affecting salespeople today and well beyond. The most current text on the market, Sales Management: Teamwork, Leadership, and Technology focus on topics most important to today's organizations, including team building, leadership, relationship selling, services, and non-profit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson-turned professor, Futrell, empowers students with the tools to win customers for life. Features: * Drawing from his personal sales experience, research, and numerous interviews with practicing sales reps and managers, Futrell has created a text that equips readers with the basic skills and knowledge needed to operate an outside sales force from small firms to multinational giants. * The text reflects the author's "learn by doing" approach used in his own classroom. Students gain hands-on sales training through suggested video role plays, coupled with myriad examples, end-of-chapter management application questions, innovative projects, and cases. Featured in short, medium, and longer formats, most of the end-of-chapter cases are completely new for the fifth edition. * Ethics issues are integrated throughout the text, including an entire chapter devoted to the social, ethical, and legal responsibilities of sales reps and managers, as well as end-of-chapter ethical dilemma questions. New to this edition: * Hundreds of new industry examples have been integrated throughout the fifth edition, giving students insight into real-world selling and sales management issues. Each chapter opens with an illustration from the field, introducing chapter concepts in the context of real-world practice. * A new central theme illustrates the use of technology and automation in selling and servicing prospects and customers. * The use of teams to sell, service, and oversee customers is emphasized throughout, reflecting real-world practices from the sales field. * Sales management experimental exercises have been added to each chapter, enabling students to apply chapter concepts to real-world scenarios and sharpen their own selling skills. Exercises can be completed in class or outside for a subsequent in-class discussion. * Penned by sales professionals from around the globe, new "Selling and Managing Globally" boxed features integrate international insight with chapter concepts. * Discussions and examples of effective leadership--a key to a high-performing sales team--have been significantly expanded throughout the text. * Sales career coverage has been expanded, illustrating to students the sales jobs in all organizations--business, service, and nonprofit.".

Codice articolo 17435

Titolo
Sales Management: Teamwork, Leadership, and Technology- Fifth Edition
Autore
Futrell, Charles M.
Editore
Dryden Pr
Anno di pubblicazione
1991
Condizione
Very Good
Rilegatura
Rilegato
Lingua
inglese
ISBN 10
003010629X
ISBN 13
9780030106293
Edizione
quinta edizione o successive

Mad Hatter

West Kelowna, BC, Canada

Venditore con 4 stelle

Venditore AbeBooks dal 4 maggio 2026

Tariffe di spedizione da Canada a U.S.A.

ArticoloDa 7 a 14 giorni lavorativiDa 4 a 6 giorni lavorativi
Primo articoloEUR 18,20EUR 28,61
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