Sales Management: 1st Edition (Paperback) book cover

Sales Management

1st Edition

By Gerbrand Rustenburg, Arnold Steenbeek

Routledge

494 pages

Purchasing Options:$ = USD
Paperback: 9789001807986
pub: 2015-04-21
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Hardback: 9781138150324
pub: 2016-08-26
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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

Subject Categories

BISAC Subject Codes/Headings:
BUS000000
BUSINESS & ECONOMICS / General
BUS043000
BUSINESS & ECONOMICS / Marketing / General
BUS058000
BUSINESS & ECONOMICS / Sales & Selling