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Sales Management: Analysis and Decision Making

Sales Management

Analysis and Decision Making
 
Edition number: 10, New edition
Publisher: Routledge
Date of Publication:
 
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Product details:
ISBN13:9780367252748
ISBN10:03672527411
Binding:Paperback
No. of pages:382 pages
Size:280x210 mm
Weight:1060 g
Language:English
Illustrations: 54 Line drawings, color; 49 Tables, color
158
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Short description:

This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations. It includes coverage of the current trends and issues in sales management, along with numerous real-world examples.

Long description:

This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations. The authors teach sales management courses, and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes coverage of the current trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.


Key changes in this edition include:



  • Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices;


  • Revised end-of-chapter cases;



  • Revised ethical dilemma boxes;



  • All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; and


  • New or updated comments from sales managers in "Sales Management in the 21st Century" boxes.

 


An online instructor's manual with test questions and PowerPoints is available to adopters.

Table of Contents:

Preface


About the Authors


 1. Changing World of Sales Management 


 Part I: Describing the Personal Selling Function  


2. Overview of Personal Selling 


Part II: Defining the Strategic Role of the Sales Function 


 3. Organizational Strategies and the Sales Function  


4. Sales Organization Structure and Salesforce Deployment 


Appendix 4. Developing Forecasts 


Part III: Developing the Salesforce 


 5. Acquiring Sales Talent: Recruitment and Selection  


6. Continual Development of the Salesforce: Sales Training 


Part IV: Directing the Salesforce  


7. Sales Leadership, Management, and Supervision 


 8. Motivation and Reward System Management 


Part V: Determining Salesforce Effectiveness and Performance  


9. Evaluating the Effectiveness of the Organization  


10. Evaluating the Performance of Salespeople


Cases


Glossary


Notes


Index