|
|
| |
|
|
|
Sales Management
Theory and Practice
3rd Edition
|
|
|
|
|
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.
Also available is a companion website with extra features to accompany the text, please take a look by clicking below -
http://www.palgrave.com/business/donaldson/
'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
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
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).
Description
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.
Also available is a companion website with extra features to accompany the text, please take a look by clicking below -
http://www.palgrave.com/business/donaldson/
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
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
Authors
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).
terte
terte
|
|
|