Sales Force Management

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About this product

This 14th edition of Sales Force Management continues to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. The authors have strengthened the focus on the use of technology in sales management including the use of AI in predictive sales analytics, updated the content to reflect the enduring impact of the Covid-19 pandemic, and revised the case studies and features throughout. Pedagogical features include the following: All-new "Thought Bubblers" posing international challenges regularly encountered by sales managers to develop students’ cultural intelligence and ability to handle cross-cultural interactions with ease Engaging breakout questions designed to spark lively discussion Leadership Challenge assignments at the end of every chapter to help students understand and apply the principles they have learned in the classroom Minicases updated to reflect contemporary B2B industry settings that today

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