Sales management : Principles, process and practice [printed text] / Bill Donaldson, Author  . -  3rd edition . - Basingstoke : Palgrave Macmillan, 2007 . - xviii, 298 p. : ill. (b & w) ; 25 cm.
ISBN : 978-0-333-99851-9
Change is the one certainty. Changes in the importance of key customers, information technology and the globalization of business have had dramatic effects on sales operations over recent years. Taking into account and exploring these interesting and significant changes, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.

Class number:	658.81
Abstract:	Incorporating several important changes in both the theory and practice of sales management, this work's coverage includes more emphasis on managing sales operations than on the management of sales personnel.
Contents note:	Part 1 The Philosophy of Selling 1. The role of selling; 2. Theories of buying and selling; 3. Types of selling; 4. Salespeople and selling skills Part 2 The Selling Process 5. Sales force organisation; 6. Technology and sales; 7. Sales forecasting and setting targets; 8. Selling in international markets Part 3 Selling in Practice 9. The selling process in practice; 10. Recruitment and selection; 11. Training, coaching and leading the sales team; 12. Motivation and rewards; 13. Monitoring and measurement; 14. Ethical issues in sales Case study 1 - Longfellow Office Supplies; Case study 2 - Score Ltd; Case study 3 - Fortis