Description
Book SynopsisJavier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School. His main areas of expertise and research are Professional Selling and Sales Management, Executive Education and Organizational Development. He has designed and delivered programmes globally and has also co-authored with Regis and Bill the book From Selling to Co-creating (BIS Publishers, 2014) and numerous academic and practitioner oriented articles and reports. Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, Aberdeen. His research interests are in selling, customer relationships and the management of sales operations.Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Mana
Trade Review"A must-have book for students of sales management, lecturers and aspiring sales managers." - Peter Williams, Leeds Business School, Leeds Metropolitan University, UK "Professor Bill Donaldson, as always, offers a unique insight into selling and sales management. This book is a valuable resource for practitioners and students alike." - Dr Ken Le Meunier-FitzHugh, Birkbeck University of London, UK "This robust text describes the frameworks, principles and activities that underpin successful Sales Management today. Particularly welcome are the links to industry via case studies and observations of what sales organisations really do." - Tim Royds, Director, Highclere Sales Training and Consultancy "Professor Donaldson's updated text is a must for students on any marketing and management course. The principles of sales and marketing combined with excellent examples make this text an invaluable study guide." - Pauline A M Bremner, Aberdeen Business School, Robert Gordon University, UK
Table of ContentsPART I: PRINCIPLES OF SALES MANAGEMENT 1. The role of selling and its development in the knowledge economy 2. Theories of buying and selling 3. Types of selling 4. Sales force organisation and deployment 5. Sales Leadership PART II: KEY PROCESSES IN SALES MANAGEMENT 6. Defining and implementing sales strategies 7. Selling in international markets 8. Key Account Management 9. Sales technology 10. Measuring sales performance PART III: SELLING AND SALES MANAGEMENT PRACTICES 11. Professional selling 12. Negotiation 13. Recruitment selection of sales professionals 14. Training, coaching and development 15. Forecast, target setting and compensation.
