About the Book :-
Retaining international scope and a balance between theory and practice, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.
Contents :-
PART 1: THE PHILOSOPHY OF SELLING
The role of selling
Theories of buying and selling
Types of selling
Sales people and selling skills
PART 2: THE SELLING PROCESS (THE MOBILISATION OF RESOURCES BEHIND A CUSTOMER)
Sales force organisation
Technology
Sales forecasting and setting targets
Selling in International Markets
PART 3: SELLING IN PRACTICE (THE MANAGEMENT OF SALES OPERATIONS)
The selling process in practice
Recruitment and selection
Training and leadership (including coaching)
Motivation and rewards
Monitoring and measurement (including customer evaluation)
Ethics
Cases
Index.
About the Author :-
BILL DONALDSON is Research Professor of Marketing at Aberdeen Business School, The Robert Gordon University, UK. His research interests are in the management of sales operations including SFA (sales force automation) and CRM (customer relationship management). |