494 Pages
by
Routledge
572 Pages
by
Routledge
494 Pages
by
Routledge
Also available as eBook on:
This international textbook focuses on the strategic and operational aspects of sales management. With new material on coaching and motivating sales teams, sales skills and leadership are developed in this unique product.
Sales Management teaches students how to gradually draw up a comprehensive sales plan: a process of analysing, learning, asking, brainstorming, writing,... Read more
1. The Sales Manager in a Changing Environment 2. Strategic Sales Planning 3. Sales Forecasting 4. Customer Relationship 5. Organization and Planning of the Sales Team 6. Account 7. Exhibition Management 8. Business Economical Aspects of Sales Management 9. Sales Leadership 10. Sales Coaching and Training 11. Sales Skills 12. Aspects of Internationalization
Biography
Gerbrand Rustenburg and Arnold Steenbeek
