About This Book

This textbook was complied for students in the Sales Leadership and Management course at Fanshawe College. This text introduces students to sales and the sales process along with a strategic and consultative sales model to develop and manage customer relationships effectively. Topics include:  careers in sales, customer buying behaviour, the selling process, recruiting and leading a sales team, sales budgets and forecasting, sales analytics, and channel sales partners. 

In the Spirt of Openness

This digital resource has been curated from existing open educational resources to support student learning in the Sales Leadership and Management (MGMT-7029) course at Fanshawe College.  A central tenant of open pedagogy is the collaborative nature of creating, adapting, remixing and disseminating information within a community of leaners.  As such, readers are reminded this OER is a work-in progress – a living resource, subject to continual improvement to reflect new and emerging ideas and updates on its subject.

Your feedback is welcomed. Please share your adoption, and any feedback you have about the book with us at oer@fanshawec.ca

Accessibility Statement

We are actively committed to increasing the accessibility and usability of the textbooks we produce. Every attempt has been made to make this OER accessible to all learners and is compatible with assistive and adaptive technologies. We have attempted to provide closed captions, alternative text, or multiple formats for on-screen and off-line access.

The web version of this resource has been designed to meet Web Content Accessibility Guidelines 2.0, level AA. In addition, it follows all guidelines in Appendix A: Checklist for Accessibility of the Accessibility Toolkit – 2nd Edition.

In addition to the web version, additional files are available in a number of file formats including PDF, EPUB (for eReaders), and MOBI (for Kindles).

If you are having problems accessing this resource, please contact us at oer@fanshawec.ca.

Please include the following information:

  • The location of the problem by providing a web address or page description
  • A description of the problem
  • The computer, software, browser, and any assistive technology you are using that can help us diagnose and solve your issue (e.g., Windows 10, Google Chrome (Version 65.0.3325.181), NVDA screen reader)


Icon for the Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License

Sales Leadership Management Copyright © 2023 by Fanshawe College is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.

Share This Book