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Sales Management Bill Donaldson

Sales Management By Bill Donaldson

Sales Management by Bill Donaldson

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Summary

This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. 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 Summary

Sales Management: Strategy, Process and Practice by Bill Donaldson

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.

Sales Management Reviews

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

About Bill Donaldson

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.

Regis 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).

Table of Contents

PART I: PRINCIPLES OF SALES MANAGEMENT 1. The role of selling and its development in the knowledge economy.- 2. Theories of buying and selling.- 3. Types of selling.- 4. Sales force organisation and deployment.- 5. Sales Leadership.- PART II: KEY PROCESSES IN SALES MANAGEMENT 6. Defining and implementing sales strategies.- 7. Selling in international markets.- 8. Key Account Management.- 9. Sales technology.- 10. Measuring sales performance.- PART III: SELLING AND SALES MANAGEMENT PRACTICES 11. Professional selling.- 12. Negotiation.- 13. Recruitment selection of sales professionals.- 14. Training, coaching and development.- 15. Forecast, target setting and compensation.

Additional information

GOR012163273
9781137355102
1137355107
Sales Management: Strategy, Process and Practice by Bill Donaldson
Bill Donaldson
Used - Like New
Paperback
Macmillan Education UK
20151221
328
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
The book has been read, but looks new. The book cover has no visible wear, and the dust jacket is included if applicable. No missing or damaged pages, no tears, possible very minimal creasing, no underlining or highlighting of text, and no writing in the margins

Customer Reviews - Sales Management