Sales Management

Strategy, Process and Practice

Häftad, Engelska, 2015

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

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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

Produktinformation

Utgivningsdatum2015-12-21
Mått188 x 246 x 20 mm
Vikt660 g
FormatHäftad
SpråkEngelska
Antal sidor328
Upplaga4
FörlagBloomsbury Publishing PLC
ISBN9781137355102

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Javier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School. His main areas of expertise and research are Professional Selling and Sales Management, Executive Education and Organizational Development. He has designed and delivered programmes globally and has also co-authored with Regis and Bill the book From Selling to Co-creating (BIS Publishers, 2014) and numerous academic and practitioner oriented articles and reports. Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, Aberdeen. His research interests are in selling, customer relationships and the management of sales operations.Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Management School, Solvay Business school), the Netherlands (Tias Business School) and in the UK (Cranfield School of Management).

PART I: PRINCIPLES OF SALES MANAGEMENT1. The role of selling and its development in the knowledge economy2. Theories of buying and selling3. Types of selling4. Sales force organisation and deployment5. Sales LeadershipPART II: KEY PROCESSES IN SALES MANAGEMENT6. Defining and implementing sales strategies7. Selling in international markets8. Key Account Management9. Sales technology10. Measuring sales performancePART III: SELLING AND SALES MANAGEMENT PRACTICES11. Professional selling12. Negotiation13. Recruitment selection of sales professionals14. Training, coaching and development15. Forecast, target setting and compensation.

"A must-have book for students of sales management, lecturers and aspiring sales managers." - Peter Williams, Leeds Business School, Leeds Metropolitan University, UK "Professor Bill Donaldson, as always, offers a unique insight into selling and sales management. This book is a valuable resource for practitioners and students alike." - Dr Ken Le Meunier-FitzHugh, Birkbeck University of London, UK "This robust text describes the frameworks, principles and activities that underpin successful Sales Management today. Particularly welcome are the links to industry via case studies and observations of what sales organisations really do." - Tim Royds, Director, Highclere Sales Training and Consultancy "Professor Donaldson's updated text is a must for students on any marketing and management course. The principles of sales and marketing combined with excellent examples make this text an invaluable study guide." - Pauline A M Bremner, Aberdeen Business School, Robert Gordon University, UK