Sales Management

Strategy, Process and Practice

by Javier Marcos Cuevas, Bill Donaldson & Régis Lemmens

Table of Contents

Part I – Strategy

1. The Role of Selling and its Development in the Knowledge Economy
2. Theories of Buying and Selling
3. Ethical Issues in Sales
4. Sales Force Organisation and Deployment
5. Motivation and Leadership of the Sales Force

Part II – Process

6. Professional Selling
7. Defining and Implementing Sales Strategies
8. Key Account Management
9. Sales Technology
10. International Sales

Part III – Practice

11. Sales Recruitment and Selection
12. Sales Training and Development
13. Sales Target Setting
14. Sales Compensation and Rewards
15. Sales Performance Measurement and Monitoring

Case Study 1 – Unilever Foodsolutions
Case Study 2 – Longfellows Office Supply
Case Study 3 – Score
Case Study 4 – Fortis