Sales Management: Strategy, Process and Practice - Softcover

Donaldson, Bill; Cuevas, Javier Marcos; Lemmens, Régis

 
9781137355102: Sales Management: Strategy, Process and Practice
Softcover
ISBN 10: 1137355107 ISBN 13: 9781137355102
Verlag: Red Globe Press, 2015

Inhaltsangabe

This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline.  This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it  presents a wide range of topics such as ethical issues in sales,  key account management, international sales, recruitment, and compensation and rewards.  

Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.

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

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Über die Autorinnen und Autoren

Bill Donaldson is Research Professor of Marketing Robert Gordon University, Aberdeen, UK.

Javier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School, UK.

Régis Lemmens is the founder of Sales Cubes a Professor in Sales and Sales Management.

Von der hinteren Coverseite

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.

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Verlag
Red Globe Press
Erscheinungsdatum
2015
Sprache
Englisch
ISBN 10 
1137355107
ISBN 13 
9781137355102
Einband
Taschenbuch
Auflage
4
Anzahl der Seiten
328
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Nicht verfügbar