Sales Management

This work describes the theory and practice of managing a team of sales people. The following areas are covered: selling and sales management in a modern marketing context; aspects of the organization; management topics - recruitment, training, leadership and evaluation. Important management questions, applied to the sales function are debated. The questions include: what is the role of selling in a market context; what effects do different sales strategies, sales people and sales management practices have on company growth and profitability; and how can the sales function be effectively controlled and evaluated? Each chapter starts with learning objectives and ends with a summary, a list of important terms and phrases, questions and a discussion topic with questions. The book is written for students at undergraduate level, and is also suitable for practising managers.