Sales Management

Strategy, Process and Practice

by Javier Marcos Cuevas, Bill Donaldson & Régis Lemmens
At last, a book that can be used to teach Sales Management that goes beyond 'do's and dont's'. It proves that sales management is an academic discipline and understands the importance of theoretical advances as a way of improving management of a sales force. It is an accessible, real-world and practical book that will really help readers to understand this area. -Nektarios Tzempelikos, Anglia Ruskin University, UK
This is an outstanding and comprehensive introduction to the fascinating world of sales management. Its coverage of key contemporary issues is excellent and the real-life cases bring the subject to life. This should be a vital part of any reading list on selling and sales management. -Nick Lee, Loughborough University, UK.
This is an engaging book that provides an updated and comprehensive knowledge needed for successful sales management. -Michael Marck, Strathclyde University, UK.
This is a useful textbook which offers sales practitioners a great source of ideas and hands-on applications in the field of sales & key account management. -Nikolaos Panagopoulos, the University of Alabama, USA.
This textbook is ideal for both undergraduate students looking to deepen their knowledge of this critical area and postgraduate students encountering the management of sales for the first time. -Laura Cuddihy, Dublin Institute of Technology, Ireland..
In the Sales Management field it is rare to find textbooks that include both a sound academic foundation and a direct contact with the real business world. This book is one of them, and it will be extremely useful both for Sales Management professionals and students alike. -Jaime Castelló Molina, Esade Business School, Spain
This text does an outstanding job explaining the sales function and its relation to marketing, the buying function, and the creation of value. Moreover, the detailed chapters on Key Account Management and International Sales provide valuable insights not found in other texts. I look forward to recommending this book to my sales students! -Dawn Deeter-Schmelz, Kansas State University, USA.