Sales management strategy process and practice

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sales management strategy process and practice

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.
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Bill Donaldson

Sales Management: Strategy, Process and Practice

Flyer Sample chapter. Recommend to library , View companion site. 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 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. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. A wealth of international examples and stimulating case studies spanning prominent organisations such as Unilever Food Solutions, BNP Paribas Fortis, Longfellow Office Supplies and Score Group PLC to help students contextualise concepts and reinforce their learning A companion website offering additional student and lecturer resources and materials Clear and well-designed format with built-in pedagogical features such as learning objectives, summaries and questions to assist students with their understanding Extensive, up-to-date coverage of motivation and leadership of the sales force, technology, sales training and sales performance.

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Good marketing alone is not enough. Only effective sales management will make success in the marketplace possible. This 3-day seminar demonstrates what you need to realize ambitious strategies and sales objectives, and then to carry these over to measurable results. Whether marketing activities are successful or not is determined mostly by how well your sales management and sales channels work. Here is where your conceptual preparations will bear fruit. For even the best marketing concept can be ruined by weak sales management, inadequate performance from sales staff, and problems with distribution.

Sales Management : Strategy, Process and Practice. Professional Selling and Sales Management have become more complex and multifaceted than ever before, but also a more exciting and stimulating function and profession. Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fully updated and revised fourth edition of this highly successful text includes new chapters on Defining and Implementing Sales Strategies and Key Account Management. The book features an increased emphasis on the practical approaches to Professional Selling and extensive up-to-date coverage of Motivation and Leadership of the Sales Force, Technology, Sales Training and Sales Performance. With a wealth of international examples, it contains a unique combination of academic rigor and practical focus, based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales.

This book is a valuable resource for practitioners and students alike. Particularly welcome are the links to industry via case studies and observations of what sales organisations really do. The principles of sales and marketing combined with excellent examples make this text an invaluable study guide. Sales Management: Strategy, Process and Practice. Sales Management provides a comprehensive introduction to selling and sales management. The book features an increased emphasis on the practical approaches to Professional Selling and extensive up-to-date coverage of Motivation and Leadership of the Sales Force, Technology, Sales Training and Sales Performance. With a wealth of international examples, it contains a unique combination of academic rigor and practical focus, based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales.

4 thoughts on “Sales Management: Strategy, Process and Practice by Bill Donaldson

  1. Dec 21, Professional Selling and Sales Management have become more complex and multifaceted than ever before, but also a more exciting and.

  2. Professional Selling and Sales Management have become more complex and multifaceted than ever before, but also a more exciting and stimulating function.

  3. Selling and Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real life case studies, the 4th.

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