Sales Management by Bill Donaldson | Companion website by Palgrave

Case studies by chapter

Chapter 1: The role of selling

Chapter 1 PDF Document (0.062Mb)

Chapter 2: Theories of buying and selling

Chapter 2 PDF Document (0.057Mb)

Chapter 2: Theories of buying and selling

Chapter 2 PDF Document (0.057Mb)

Chapter 3: Types of selling

Chapter 3 PDF Document (0.053Mb)

Chapter 4: Salespeople and selling skills

Chapter 4 PDF Document (0.037Mb)

Chapter 5: Sales force organisation

Chapter 5 PDF Document (0.055Mb)

Chapter 6: Technology and sales

Chapter 6 PDF Document (0.054Mb)

Chapter 7: Sales forecasting and setting targets

Chapter 7 PDF Document (0.055Mb)

Chapter 8: Selling in international markets

Chapter 8 PDF Document (0.038Mb)

Chapter 9: The selling process in practice

Chapter 9 PDF Document (0.052Mb)

Chapter 10: Recruitment and selection

Chapter 10 PDF Document (0.052Mb)

Chapter 10: Recruitment and selection

Chapter 10 PDF Document (0.052Mb)

Chapter 11: Training, coaching and leading the sales team

Chapter 11 PDF Document (0.057Mb)

Chapter 12: Motivation and Rewards

Chapter 12 PDF Document (0.051Mb)

Chapter 13: Monitoring and measurement

Chapter 13 PDF Document (0.053Mb)

Chapter 14: Ethical issues in sales

Chapter 14 PDF Document (0.075Mb)