developing skills for success Spiller, Lisa creator author. text monographic eng

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xx, 529 pages : illustrations ; 25 cm "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. Lisa Spiller. Includes bibliographical references and index. Selling Sales management Vente Ventes Gestion selling Sales management Selling Verkoopkunde HF5438.2 .S685 2022 9781529712575 1529712572 9781529712582 1529712580 2021937535 260611 20260611071510.0 22003958 eng