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

Auteur

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

Contenu

PART I: PRINCIPLES OF SALES MANAGEMENT