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.
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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.
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