Overview

The emphasis of this textbook is on how sales management gets done. You will find contemporary materials in the content and application exercises, such as in the end-of-chapter questions, role plays, caselets, and cases. We developed the instructor materials in such a way that they facilitate how instructors teach the content using various modes (e.g., face-to-face, online, or hybrid models). To reflect the textbook's new organization, we provided an overview of the sales function and the role it plays in a firm's overall strategy and discuss industry priorities (e.g., lead generation and cross-selling). We expanded our content related to B2B sales and discuss the different roles salespeople play within those channels. In addition to introducing traditional leadership approaches, we refocused Chapter 2 on leadership development early in one's career and introduced the emergent leadership approach.

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9781737766476

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Reviews

"""Sales Management: Shaping Future Leaders"" is timely and relevant, particularly in a post-pandemic environment. It meets the high standards of covering the fundamentals of sales management and sales leadership, while also exploring contemporary issues, such as managing in a global and multigenerational environment, and using technology for sales enablement. The book includes case studies and role-plays to provide the full learning experience and the author team brings unique perspectives and ideas that enhance teaching and learning."" -- Eli Jones, PhD, Former Dean, Peggy Mays Eminent Scholar and Professor of Marketing, Mays Business School, Texas A&M University ""Sales Management: Shaping Future Leaders"" offers an up-to-date and informed perspective on sales management by leading scholars in the field. This textbook offers students an opportunity to learn about the journey to becoming a sales executive. Many textbooks focus solely on being a sales manager, which is not the case for all students immediately upon graduation. Focusing on the fundamentals of selling, to managing teams, and finally leading an organization, this textbook provides students with a well-developed and informed perspective of sales. The discussion of managing a global sales team is especially exciting given the diversity of our students. Sales Management: Shaping Future Leaders enhances our sales courses with a focus on sales coaching, a key skillset for any sales manager!"" -- Detra Y. Montoya, PhD., Faculty Director, Professional Sales Program, W.P. Carey School of Business, Arizona State University ""Sales Management"" (3rd edition) provides a theory-based foundation for the practical examination of contemporary leadership and management issues in a professional sales. Students will be pleased with the organizational approach, which allows for critical issues to be examined and strategies developed to address today's business challenges. Of special note is the treatment of motivational theory, which is absent in most sales management textbooks. I have used the second edition for several years in my undergraduate Sales Management courses and look forward to adopting the third edition. -- Charles B. Ragland, DBA Executive Director, Center for Global Sales Leadership, Fettig/Whirlpool Faculty Fellow, Indiana University Kelley School of Business"

Author Information

John F. (Jeff) Tanner, Jr. is Professor of Marketing and the Executive Director of Baylor University's Business Collaboratory. He joined the faculty at Baylor in 1988, upon completing his Ph.D. at the University of Georgia. He has published over 70 scientific research articles, and presented over 200 conference papers or posters. Tanner's work has appeared in the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Personal Selling & Sales Management, and others. Dr. Tanner is also author or co-author of 15 books, including the leading sales text Selling: Building Partnerships, Ninth Edition (McGraw-Hill, 2014), and Principles of Marketing: How Marketing Gets Done (Flat World Knowledge, 2013). His newest book, Analytics and Dynamic Customer Strategy: Big Profits from Big Data (Wiley, 2014), is aimed at marketing execs. Robert C. Erffmeyer earned his Ph.D. in Industrial/Organizational Psychology from Louisiana State University in 1981, and worked in various human resource positions in the areas of selection and training. He returned to LSU to complete a post--doctorate in marketing, and has worked in marketing and sales training for Deere & Company, Wausau Insurance Companies, and other organizations. He is a professor at the University of -Wisconsin-Eau Claire, where he teaches marketing, sales and sales management courses to undergraduate and graduate students.Dr. Erffmeyer has been actively involved in MBA on-campus and distance education efforts for 20 years. He is the MBA Director for both the University of Wisconsin-Eau Claire and the University of Wisconsin Consortium MBA Program, an online graduate program comprised of four University of Wisconsin AACSB accredited business schools. He is also the Director of Distance Learning Programs in the UW-EC College of Business. Dr. Andrea Dixon provides academic leadership for Baylor University's Center for Professional Selling. Since 2009, Dr. Dixon has built Baylor's sales center into one of the top programs in the country. She has been published in the Journal of Marketing, Harvard Business Review, Organizational Science, Journal of the Academy of Marketing Science, Leadership Quarterly, European Journal of Marketing (EJM), the Journal of Personal Selling & Sales Management (JPSSM), Journal of Marketing Education, and other journals. Her editorial-review-board assignments include those for the EJM, JPSSM, the Journal of Marketing Theory and Practice, the Journal of Business-to-Business Marketing, and the Journal of Marketing Education. Dr. Dixon has received numerous teaching awards, including the Academy of Marketing Science's Marketing Teacher Award (2008) and the Excellence in Teaching Award from the American Marketing Association's Sales SIG (2014). In 2020, she was named the Cornelia Marschall Smith Award winner, which is presented annually to a Baylor faculty member for contributing to the learning environment through teaching, research, and service. She has served on the boards of the AMA Academic Council, National Conference on Sales Management, and Global Sales Science Institute and as the president of the AMA Sales SIG. In 2019, Dr. Dixon became the president of the University Sales Center Alliance. At Baylor, she was the Vice-Chair, Presidential Search Committee and Faculty Regent, Baylor University Board of Regents. Prior to pursuing her Ph.D. (Indiana University), Dr. Dixon worked in sales roles in Boston-area advertising and marketing research firms. Outside of work, she and her husband, Doug, enjoy traveling and time with their adult twins, Taylor Dixon and Alex Dixon, their daughter-in-law, Kimberly, and their two grandchildren.

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