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Selling & Sales Management
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Selling & Sales Management
Developing Skills for Success


Other Titles in:
Marketing | Sales Management

October 2021 | 552 pages | SAGE Publications Ltd
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.

Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors.

Suitable for courses on selling and sales management at all college and university levels.
 
 
Section One: The Foundations – “On the Ground”
 
Chapter 1: Introducing Ethical Relationship Selling
 
Chapter 2: Researching and Preparing for Successful Selling
 
Chapter 3: Planning Strategically for Successful Selling
 
Section Two: The Selling Process – “Out in the Field”
 
Chapter 4: Networking and Prospecting with Effectiveness
 
Chapter 5: Approaching and Communicating with Success
 
Chapter 6: Listening and Determining Willingness to Buy
 
Chapter 7: Presenting with Impact and Communicating via Storytelling
 
Chapter 8: Managing Conflict and Negotiating with Finesse
 
Chapter 9: Overcoming Objections and Closing the Sale with Satisfaction
 
Chapter 10: Following-up to Cultivate and Manage Customer Relationships
 
Section Three: The Evaluation and Sales Management – “Back in the Office”
 
Chapter 11: Recruiting, Training and Leading Salespeople
 
Chapter 12: Budgeting and Forecasting Future Sales
 
Chapter 13: Performing Sales Analytics and Tracking Productivity
 
Appendix A: Comprehensive Cases in the Sales Industry
 
Case A: Home Selling with RE/MAX Real Estate Group
 
Case B: STIHL’s Successful B2B Sales Strategy
 
Appendix B: Careers in Selling
 
Appendix C: Self-Selling
 
Glossary

Lisa Spiller

Dr. Lisa Spiller is Distinguished Professor of Marketing in the Joseph W. Luter, III School of Business at Christopher Newport University in Newport News, Virginia. She has been teaching marketing courses to undergraduate business students at CNU for 30 years and has helped the Luter School pioneer a major in direct and digital marketing, and has been a leader in her school’s initiatives in sales education. As a member of the University Honors Faculty, Dr. Spiller also teaches a course on personal marketing and is passionate about helping her students learn to “sell themselves” to achieve success in their careers and in their lives. ... More About Author

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