Sales Management - A multinational perspective

Sales Management offers a global perspective on the opportunities and issues facing today''s sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.Accompanying online resources for this title can be found at bloomsburyonlineresources.com/sales-management. These resources are designed to support teaching and learning when using this textbook and are available at no extra cost.>

List of contents

Sales Management in the 21st Century
PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE
Managing Change in the Sales Force
Integrating Sales and Marketing
Designing and Implementing a Key Account Management Strategy
Delegation of Pricing Authority to Sales People
Customer Relationship Management System Implementation in Sales Organizations
Ethics in Personal Selling & Sales Management
PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE
Sales Planning and Forecasting
Sales Force Organization and Territory Design
Sizing the Sales Force
International Selling
PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES
Sales Force Recruitment and Selection
Sales Force Training
PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS
Team Leadership and Coaching
Sales Control Systems
Sales Force Motivation
Sales force Compensation
PART FIVE: SALES PEOPLE'S RESPONSES
Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours
PART SIX: EVALUATION OF THE SALES FORCE
Sales Force Performance and Evaluation.

About the author

PAOLO GUENZI is Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.SUSI GEIGER is Senior Lecturer at Quinn School of Business, University College Dublin, Ireland.

Product details

• Authors: Susi Geiger, Geiger Susi, Paol Guenzi, Paolo Guenzi, Paolo Geiger Guenzi, Guenzi Paolo
• Assisted by: Geiger (Editor), Geiger (Editor), Susi Geiger (Editor), Paol Guenzi (Editor), Paolo Guenzi (Editor)
• Publisher: Bloomsbury Academic
• Languages: English
• Product format: Paperback / Softback
• Released: 11.01.2011
• EAN: 9780230245952
• ISBN: 978-0-230-24595-2
• No. of pages: 448
• Dimensions: 190 mm x 248 mm x 30 mm
• Series: Print on demand
• Subjects: Education and learning > Teaching preparation > Vocational needs; Social sciences, law, business > Business > Advertising, marketing; Marketing, B, Market research, Business and Management, BUSINESS & ECONOMICS / Marketing / General, BUSINESS & ECONOMICS / Sales & Selling / General, Sales & marketing, Management science, Sales and marketing