Teach the strategy behind successful sales teams
Give your students a competitive edge with the "Sales Management" courseware! The text covers foundational skills, including team leadership, performance coaching, territory management, and strategic planning. Students will develop a deep understanding of what drives sales success — from compensation design to pipeline management — and learn how to apply that insight to maximize team performance and drive revenue growth.
With ready-to-use assignments, practical case studies, and annual content updates, your curriculum remains relevant and keeps students actively engaged.
I'll just say there's no other alternative. You definitely need to jump at the opportunity [with Stukent]. All of the different courseware options are great opportunities and they're very, very useful and practical, especially for students.
Nick Mattar, Author, Wayne State University
Preview
Explore the table of contents
Prepare your students with the sales leadership capabilities essential for success in today's evolving, competitive marketplace. The "Sales Management" courseware explores the organizational, tactical, and relationship elements that impact team effectiveness and how leaders can leverage these principles to optimize revenue outcomes.
Chapter 1: Introduction to Sales Management
Chapter 2: Overview of Personal Selling
Chapter 3: Managing the Sales Ecosystem
Chapter 4: The Sales Manager Role
Chapter 5: The Role of Strategy in Sales
Chapter 6: Sales Structures and Salesforce Organization
Chapter 7: Sales Manager Use and Facilitation of Sales Technology
Chapter 8: Data and Analytics in Sales Management
Chapter 9: Motivating, Compensating, and Incentivizing the Salesforce
Chapter 10: Recruiting, Selecting, and Hiring the Salesforce
Chapter 11: Cultivating a Learning Focus in Sales Coaching, Training, and Development
Chapter 12: Evaluating the Salesforce for Sustainable Performance
See how easy it is to teach your next course with the “Sales Management” courseware.
About the Authors
Nawar Chaker, Ph.D.
Dr. Nawar Chaker is an associate professor of marketing at Louisiana State University with seven years of industry sales experience. Nawar’s research focuses on salesperson performance and well-being, with publications in top marketing journals.
Bryan Hochstein, Ph.D.
Dr. Bryan Hochstein is an associate professor of marketing at the University of Alabama and former Time Warner Media sales executive. Bryan is a thought leader in customer success and sales management who leads the university's master-level Sales Leadership program.
Instructor support you can count on
With a 96.4% satisfaction rate and an average response time under 10 minutes, the Stukent Support Team and customer success managers ensure you can focus on teaching.
Always have the latest edition
The “Sales Management” courseware contains robust instructional resources for educators and students. Best of all, the Stukent team updates the courseware annually, which means your curriculum will always be on the cutting edge of industry.
