Overview
- The new edition has been thoroughly updated to include:
* a new chapter on international marketing and selling
* emphasis on relationship marketing
* more emphasis on managing sales operations
* provides coverage of information technology and the increasing role it plays in the selling function
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Table of contents (18 chapters)
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Front Matter
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Sales Management in a Marketing Context
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Front Matter
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The Organisation of Selling Effort
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Front Matter
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Management of the Salesforce
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Front Matter
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Keywords
About this book
Thoroughly updated and expanded, the second edition of this highly successful text continues to provide a lively analysis of the many questions that apply to selling and sales management. Selling is the largest item in most companies' marketing budget and this text seeks to debate some of the key management questions as they apply to the sales function.
This edition incorporates several important changes occurring in both the theory and practice of sales management. These changes include issues which reflect appropriate organisational responses to rapidly changing markets and ever-increasing competition, such as key account selling, direct marketing and telesales. There is now more emphasis on managing sales operations than of the management of sales personnel. This is reflected in the importance of information technology as it affects sales operations, in particular, database marketing. Further, more coverage has been given to the creation and maintenance of relationships between buyers and sellers and how this should be handled and managed. Finally, a more cosmopolitan and international perspective has been adopted to take cognisance that, for many companies, operating in European and global markets is now an imperative, not an option.
Lecturers using this book as a course text may request a free Instructor's Manual. Please contact our Lecturer Helpline on +44 (0)1256 302794, email lecturerservices@palgrave.com
This edition incorporates several important changes occurring in both the theory and practice of sales management. These changes include issues which reflect appropriate organisational responses to rapidly changing markets and ever-increasing competition, such as key account selling, direct marketing and telesales. There is now more emphasis on managing sales operations than of the management of sales personnel. This is reflected in the importance of information technology as it affects sales operations, in particular, database marketing. Further, more coverage has been given to the creation and maintenance of relationships between buyers and sellers and how this should be handled and managed. Finally, a more cosmopolitan and international perspective has been adopted to take cognisance that, for many companies, operating in European and global markets is now an imperative, not an option.
Lecturers using this book as a course text may request a free Instructor's Manual. Please contact our Lecturer Helpline on +44 (0)1256 302794, email lecturerservices@palgrave.com
About the author
BILL DONALDSON is a Senior Lecturer in Marketing at the University of Strathclyde.
Bibliographic Information
Book Title: Sales Management
Book Subtitle: Theory and Practice
Authors: Bill Donaldson
DOI: https://doi.org/10.1007/978-1-349-26354-7
Publisher: Red Globe Press London
eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)
Copyright Information: Macmillan Publishers Limited 1998
Edition Number: 2
Number of Pages: XIX, 378
Additional Information: Previously published under the imprint Palgrave
Topics: Marketing