Sales Management

This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.

This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting 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. Sales Management includes 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. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager Updated ethical dilemmas for students to practice ethical decision making Revised ‘Sales Management in Action’ boxes Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.

This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting 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. Sales Management includes 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. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager Updated ethical dilemmas for students to practice ethical decision making Revised ‘Sales Management in Action’ boxes Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.

This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.