Selling & Sales Management Developing Skills for Success by Lisa Spiller

Selling & Sales Management: Developing Skills for Success by Lisa Spiller is a comprehensive textbook that is packed with engaging examples and case studies from companies like Amazon, IBM, and Pepsi. It provides unique insights from sales professionals globally and balances research, theory, and practice to guide students through the art and science of selling in a rapidly changing digital age.

The textbook highlights the emerging importance of storytelling, sales analytics, and automation in a highly competitive and technological world. It includes exercises and role plays for students to practice as they learn about each stage of the selling process. Additionally, it equips students with essential sales management skills such as onboarding, coaching, mentoring, leading salespeople, managing sales pipelines, territories, budgets, systems, and teams, even when not in the field.

For instructors, online resources are available to aid in teaching, including PowerPoint slides and a test bank. Chapter overviews, teaching notes for role plays, as well as suggested course projects and worksheets are provided to enhance the teaching experience. This textbook is suitable for courses on selling and sales management at all college and university levels.

FAQs (Frequently Asked Questions)

1. Who is the author of Selling & Sales Management: Developing Skills for Success?

The author of this book is Lisa Spiller.

2. What companies are featured in the case studies of this textbook?

Case studies from companies like Amazon, IBM, and Pepsi are included in this textbook.

3. What resources are available for instructors teaching with this textbook?

Online resources provided include PowerPoint slides, a test bank, chapter overviews, teaching notes for role plays, as well as suggested course projects and worksheets.

4. What skills does this textbook focus on for students studying selling and sales management?

This textbook focuses on developing skills in selling, sales management, storytelling, sales analytics, and automation in a competitive, technological world.

Conclusion

Selling & Sales Management: Developing Skills for Success by Lisa Spiller is a valuable resource for students and instructors in the field of selling and sales management. With its comprehensive coverage of essential topics, engaging examples, and practical exercises, this textbook aims to equip students with the skills needed to succeed in the dynamic world of sales.