Sales Management
Strategy, Process and Practice
Buch in deiner Nähe kaufen
Beschreibung
Professional Selling and Sales Management have become more complex and multifaceted than ever before, but also a more exciting and stimulating function and profession.
Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fully updated and revised fourth edition of this highly successful text includes new chapters on Defining and Implementing Sales Strategies and Key Account Management. The book features an increased emphasis on the practical approaches to Professional Selling and extensive up-to-date coverage of Motivation and Leadership of the Sales Force, Technology, Sales Training and Sales Performance.
With a wealth of international examples, it contains a unique combination of academic rigor and practical focus, based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. It is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.
Selling and Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real life case studies, the 4th edition also includes new chapters on Key Account Management and Negotiation, and fully updated coverage of technology and sales.
- A wealth of international examples and stimulating case studies spanning prominent organisations such as Unilever Food Solutions, BNP Paribas Fortis, Longfellow Office Supplies and Score Group PLC to help students contextualise concepts and reinforce their learning
- A companion website offering additional student and lecturer resources and materials
- Clear and well-designed format with built-in pedagogical features such as learning objectives, summaries and questions to assist students with their understanding
- Extensive, up-to-date coverage of motivation and leadership of the sales force, technology, sales training and sales performance
new_to_this_edition
- New chapters on Defining and Implementing Sales Strategies and Key Account Management
- New case studies, vignettes, questions for reflection and statistics added throughout the text
- An increased emphasis on the practical approaches to professional selling
- Insightful interviews with sales professionals sharing their experience and insights at the end of some chapters
Autor*in
Bill Donaldson
Themen in »Sales Management«
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