Reading List Category
Resource Type
Lesson

Lesson 1

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

The Marketing Environment - Introduction to…

by Alanis Business Academy
Essential Resource Video

Porter’s Five Forces

by MindToolsVideos
Essential Resource Video

Funny Retail Salesman Goes Crazy Upselling…

by Stand-In Lab
Wider Reading eBook

Mastering Global Business Development and Sales…

by Cook, T. A.
Wider Reading eBook

Sales Forecasting Management

by Mentzer, J. and Moon, M.

Lesson 2

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

Demand forecasting: Meaning, importance, examples…

by Cin7 Orderhive
Essential Resource Video

Demand forecasting: How predictive analytics…

by AltexSoft
Wider Reading Article

How to make your sales forecasts more accurate

by Shipley, L.

Lesson 3

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

Importance of Consumer Behaviour : Understanding…

by Leaders Talk

Lesson 4

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

How To Qualify A Customer (Sales Effectiveness…

by The Successful Sales Manager
Essential Resource Video

Negotiation Scenario: Team Sales

by SCILS Training and Education
Essential Resource Other

101 Sales Qualification Questions

by HubSpot
Wider Reading Article

How to SHIFT consumer behaviors to be more…

by White, K., Habib, R. and Hardisty, D. J.

Lesson 5

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

Orange example/Negotiation by Design

by Negotiation by Design
Essential Resource Video

Negotiation techniques – Enterprise marketing-…

by Eduxir
Essential Resource Video

How to give a product presentation

by Ben Ratje

Lesson 6

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

What are the challenges of channel management?

by ZINFI Technologies, Inc.
Essential Resource Video

Traditional selling vs social selling

by Sales for Life
Essential Resource Other

Sales channel management strategy

by Ernst & Young

Lesson 7

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

Sales: Key account management

by Pontema
Essential Resource Video

What is key account management?

by Pipeliner CRM
Essential Resource Article

Key account management as a firm capability

by Ivens, B. S. et al.

Lesson 8

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

Traditional selling vs social selling

by Sales for Life
Essential Resource Video

New trends in sales management – How selling is…

by Marketing91
Essential Resource Article

An assessment of the use of technology in the…

by Ferrell, L., Gonzalez-Padron, T. L. and Ferrell, O. C.

Lesson 9

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

Coaching vs mentoring | The Coaching Institute

by The Coaching Institute
Essential Resource Video

3 steps to coach your team

by Salesforce
Essential Resource Video

Coaching vs mentoring

by LeanVlog
Essential Resource Article

Coaching as a developmental intervention in…

by Grover, S. and Furnham, A.
Essential Resource Article

Motivation as an indicator of performance and…

by Uka, A. and Prendi, A.
Essential Resource Video

How to create a strong and great sales culture

by Selling Power
Essential Resource Video

5 Types of Motivation for Salespeople -…

by Rich Grof
Essential Resource Article

Creativity as mediator for intrinsic motivation…

by Bodla, M. and Naeem, B.
Essential Resource Video

How to Build a Great Sales team

by Valuetainment

Lesson 10

Key Text eBook

Selling and Sales Management

by Jobber, D., Lancaster, G. and Meunier-Fitzhugh, K. L.
Essential Resource Video

What Are The 5 Best Tools For Performance…

by Bernard Marr
Essential Resource Video

Leadership defined – Dave Ramsey

by EntreLeadership
Essential Resource eBook

Fundamentals of Management

by Robbins, S., Coulter, M. and De Cenzo, D.
Essential Resource eBook

Modern Management

by Certo, S. and Certo S. T.
Essential Resource Article

Sales Force compensation in today's market

by Shawhan, G.