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Sales Management

Sales Management

by Bill Donaldson (Author), JavierMarcosCuevas (Author)

  • New

    Paperback 2015

    $81.70
Synopsis

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.

$81.70

Quantity

10 in stock

More Information

Format: Paperback
 Pages: 344
 Edition: 4th Revised edition
 Publisher: Palgrave Macmillan
Published: 13 Dec 2015
ISBN 10: 1137355107
ISBN 13: 9781137355102
Book Overview: 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

Media 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
Author Bio
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).