Sales Management

List 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

About the author

Gerbrand Rustenburg and Arnold Steenbeek

Summary

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.

Product details

• Authors: Nicki (Newton Educational Consulting Newton, Rustenburg, Gerbrand Rustenburg, Gerbrand Steenbeek Rustenburg, Rustenburg Gerbrand, Arnold Steenbeek, Steenbeek Arnold
• Publisher: Taylor & Francis Ltd.
• Languages: English
• Product format: Hardback
• Released: 26.08.2016
• EAN: 9781138150324
• ISBN: 978-1-138-15032-4
• No. of pages: 572
• Series: Routledge-Noordhoff International Editions
• Subjects: Social sciences, law, business > Business > Advertising, marketing; Business & Economics / General, BUSINESS & ECONOMICS / Marketing / General, BUSINESS & ECONOMICS / Sales & Selling / General, Sales & marketing, Sales and marketing