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Sinopsis
<DIV>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. </DIV><DIV><BR/></DIV><DIV>SALES MANAGEMENT IS THE DEFINITIVE TEXT FOR UNDERGRADUATE, POSTGRADUATE AND MBA STUDENTS OF SELLING AND SALES MANAGEMENT.</DIV>
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Críticas
"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
Reseña del editor
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.
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- EditorialRed Globe Press
- Año de publicación2015
- ISBN 10 1137355107
- ISBN 13 9781137355102
- EncuadernaciónTapa blanda
- IdiomaInglés
- Número de edición4
- Número de páginas328
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Sales Management: Strategy, Process and Practice
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Sales Management: Strategy, Process and Practice
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Sales Management: Strategy, Process and Practice
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