{"product_id":"sales-management-9781032426341","title":"Sales Management","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eThis 11th edition of \u003ci\u003eSales Management \u003c\/i\u003econtinues the tradition of blending the most recent sales management research with the real-life best practices of leading sales organizations and sales professionals.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eReflecting today's emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. \u003ci\u003eSales Management \u003c\/i\u003eincludes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThe new 11th edition includes:\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\u003cli\u003eEmphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies;\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e1. Changing World of Sales Management \u003cstrong\u003ePart I: Describing the Personal Selling Function\u003c\/strong\u003e 2. Overview of Personal Selling \u003cstrong\u003ePart II: Defining the Strategic Role of the Sales Function\u003c\/strong\u003e 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure, Salesforce Deployment, and Forecasting Appendix: Devloping Forecasts \u003cstrong\u003ePart III: Developing the Salesforce\u003c\/strong\u003e 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training \u003cstrong\u003ePart IV: Directing the Salesforce\u003c\/strong\u003e 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management \u003cstrong\u003ePart V: Determining Salesforce Effectiveness and Performance\u003c\/strong\u003e 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople\u003c\/p\u003e\n\u003c\/li\u003e\u003c\/ul\u003e","brand":"Taylor \u0026 Francis Ltd","offers":[{"title":"Default Title","offer_id":51742365221207,"sku":"9781032426341","price":199.5,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781032426341.jpg?v=1758384495","url":"https:\/\/bookcurl.com\/products\/sales-management-9781032426341","provider":"Book Curl","version":"1.0","type":"link"}