Sales Force Management: Leadership, Innovation, Technology

Pedagogical features include:?

• Engaging breakout questions designed to spark lively discussion








• Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom








• Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers








• New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales








• Role Plays that enable students to learn by doing








• A selection of comprehensive sales management cases on the companion website

A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.