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Macmillan Higher Education

Sales Management

A multinational perspective

Author(s):
Publisher:

Palgrave

Pages: 448
Downloads:

Flyer

Sample chapter

Further Actions:

Recommend to library, View companion site

AVAILABLE FORMATS

Paperback - 9780230245952

15 February 2011

$79.99

In stock

Ebook - 9781137285744

16 September 2017

$79.99

In stock


Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and...

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Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.

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Unique focus on European and international sales management 
International case studies provide a muchneeded alternative to the narrow bias of US texts 
Features chapter contributions from high profile sales and marketing academics 
Includes cutting edge topics such as change management, ethics, compensation and control 
Companion website featuring case study answers, PowerPoint slides and other essential resources

Sales Management in the 21st Century
PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE.-Managing Change in the Sales Force
Integrating Sales and Marketing
Designing and Implementing a Key Account Management Strategy
Delegation of Pricing Authority to Sales People
Customer Relationship Management System Implementation in Sales Organizations
Ethics in Personal Selling & Sales Management
PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE
Sales Planning and Forecasting
Sales Force Organization and Territory Design
Sizing the Sales Force
International Selling
PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES
Sales Force Recruitment and Selection
Sales Force Training
PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS
Team Leadership and Coaching
Sales Control Systems
Sales Force Motivation
Sales force Compensation
PART FIVE: SALES PEOPLE'S RESPONSES
Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours
PART SIX: EVALUATION OF THE SALES FORCE
Sales Force Performance and Evaluation.

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PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.
 
SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.

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PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.
 
SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.

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