Sales Management
Concepts, Practices and Cases
2nd Edition
Published on 1. December 1993
Book
Hardback
564 pages
978-0-07-032652-1 (ISBN)
Description
Thoroughly updated and completely rewritten, this second edition aims to capture the vitality of sales management in an environment that is constantly changing. Noted for its realism in presenting the sales management function, the text incorporates examples of current practises and includes realistic case studies, carefully developed to provide a variety of learning opportunities. The second edition has increased emphasis on professional selling, ethics, international issues, automation and sales technology, changes in personal selling, and gender and racial diversity of the sales force.
More details
Edition
2nd Revised edition
Language
English
Place of publication
New York
United States
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Professional and scholarly
Edition type
Revised edition
Dimensions
Height: 230 mm
Width: 188 mm
Weight
1070 gr
ISBN-13
978-0-07-032652-1 (9780070326521)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Persons
Content
Part 1: Introduction to personal selling and sales management; The job of the sales manager; Careers in professional selling and sales management. Part 2: The personal selling function; evolution of professional selling; preliminary steps in the selling process; advanced steps in the selling process; territory development and time management. Part 3: Planning the sales effort; sales management environment; sales management planning; sales forecasting; sales budgeting. Part 4: Developing the sales force; organization of the sales force; sales personnel planning and recruiting; sales personnel selection process; slaes training and development. Part 5: Directing the sales force; sales leadership and supervision; sales incentives; sales compensation; international sales management. Part 6: evaluating sales force performance; developing and managing the sales evaluation programme; sales and cost analysis.