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1st Edition

Sales Management




ISBN 9789001807986
Published April 16, 2015 by Routledge
494 Pages

 
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Book Description

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, removing and reformulating. This comprehensive text provides core reading for students of sales and sales management globally.

Table of Contents

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

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