Sales Management
A multinational perspective
- Textbook
Sales Management
A multinational perspective
- Textbook
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Description
Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.
Accompanying online resources for this title can be found at bloomsburyonlineresources.com/sales-management. These resources are designed to support teaching and learning when using this textbook and are available at no extra cost.
Table of Contents
Sales Management in the 21st Century
PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE
Managing Change in the Sales Force
Integrating Sales and Marketing
Designing and Implementing a Key Account Management Strategy
Delegation of Pricing Authority to Sales People
Customer Relationship Management System Implementation in Sales Organizations
Ethics in Personal Selling & Sales Management
PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE
Sales Planning and Forecasting
Sales Force Organization and Territory Design
Sizing the Sales Force
International Selling
PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES
Sales Force Recruitment and Selection
Sales Force Training
PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS
Team Leadership and Coaching
Sales Control Systems
Sales Force Motivation
Sales force Compensation
PART FIVE: SALES PEOPLE'S RESPONSES
Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours
PART SIX: EVALUATION OF THE SALES FORCE
Sales Force Performance and Evaluation.
PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE
Managing Change in the Sales Force
Integrating Sales and Marketing
Designing and Implementing a Key Account Management Strategy
Delegation of Pricing Authority to Sales People
Customer Relationship Management System Implementation in Sales Organizations
Ethics in Personal Selling & Sales Management
PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE
Sales Planning and Forecasting
Sales Force Organization and Territory Design
Sizing the Sales Force
International Selling
PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES
Sales Force Recruitment and Selection
Sales Force Training
PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS
Team Leadership and Coaching
Sales Control Systems
Sales Force Motivation
Sales force Compensation
PART FIVE: SALES PEOPLE'S RESPONSES
Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours
PART SIX: EVALUATION OF THE SALES FORCE
Sales Force Performance and Evaluation.
Product details
| Published | Jan 11 2011 |
|---|---|
| Format | Paperback |
| Edition | 1st |
| Extent | 448 |
| ISBN | 9780230245952 |
| Imprint | Red Globe Press |
| Dimensions | Not specified |
| Publisher | Bloomsbury Publishing |
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