Sales Management
eBook - PDF

Sales Management

Strategy, Process and Practice

  1. 311 pages
  2. English
  3. PDF
  4. Available on iOS & Android
eBook - PDF

Sales Management

Strategy, Process and Practice

About this book

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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Information

Publisher
Red Globe Press
Year
2017
Print ISBN
9781137355102
Edition
4
eBook ISBN
9781137355126
Topic
Business
Subtopic
Marketing
Index
Business
123
DeïŹning 
and 
Implementing 
Sales 
Strategies
Table 
7.1 
–
Advantages 
and 
disadvantages 
of 
various 
channels
Type 
of 
channel
Advantages
Disadvantages
Personal 
selling, 
own 
sales 
force
development 
of 
deep 
customer 
understanding.
services.
positioning, 
etc.
her 
when 
leaving.
established, 
these 
might 
affect 
focus 
on 
bonus 
and 
not 
customer 
satisfaction.
Internet
conïŹdence 
given 
increased 
security.
as 
impersonal.
investment 
(inventory, 
warehousing, 
packing, 
shipping, 
record 
keeping, 
billing, 
etc).
Telesales
cold, 
outbound 
calls.
cross-cultural 
understanding 
issues.
vs. 
outbound 
calls.
Effectiveness
EfïŹciency
High 
sales 
exposure
Low 
sales 
exposure
Mass
advertising
Direct 
mail
Internet
Telesales
Field 
sales
force
Specialised
account
management
Figure 
7.5 
–
Channel 
strategy
(Continued)

Table of contents

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    Yes, you can access Sales Management by Bill Donaldson,Javier Marcos Cuevas,RĂ©gis Lemmens in PDF and/or ePUB format, as well as other popular books in Business & Marketing. We have over one million books available in our catalogue for you to explore.