Mastering Global Business Development and Sales Management

This book focuses on the importance of companies and executives recognizing that their organization is sales driven, and that there is a definite pronounced connection between sales and all other aspects of how a company operates. It details the sales manager's role in developing sales personnel, delivering new business to the organization, and otherwise becoming a driving force for the overall prosperity of the company. The book differentiates itself by providing the essence of international sales management.

List of contents

Chapter 1: The Importance of Business Development.  Chapter 2: Domestic Versus Global.  Chapter 3:  The Sales Business Model.  Chapter 4: Sales Skill Sets.  Chapter 5: Sales Management 101.  Chapter 6:  Discerning Marketing, Sales and Customer Service.  Chapter 7:  Negotiation in Business Development. Chapter 8:  Best Practices in Sales Management and Business Development. Appendix.

About the author

Thomas A. Cook is the former CEO of American River International, a company that has specialized in the time-sensitive and unique handling needs of the communications, broadcast, and high-tech industries for more than 16 years.

Product details

• Authors: Thomas A Cook, Thomas A. Cook, Cook Thomas A.
• Publisher: Taylor & Francis Ltd.
• Languages: English
• Product format: Hardback
• Released: 03.08.2020
• EAN: 9781482226232
• ISBN: 978-1-4822-2623-2
• No. of pages: 340
• Series: The Global Warrior Series
• Subjects: Social sciences, law, business > Business > Miscellaneous; BUSINESS & ECONOMICS / Management Science, BUSINESS & ECONOMICS / Quality Control, BUSINESS & ECONOMICS / Purchasing & Buying, International business, Sales & marketing management, Personnel & human resources management, Personnel and human resources management, Sales and marketing management