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Sales Management

SALES MANAGEMENT : 3red ed. Principles, Process and Practice - Bill Donaldson (EX)

Author

Bill Donaldson

Cover Price : 8.99

Imprint : Palgrave / Macmillan
ISBN : 9780230226340
YOP : 2009
Edition : 2009

Binding : Paperback
Total Pages : 400
CD : No

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).


   

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