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Macmillan Higher Education Palgrave Higher Education

Sales Management

A multinational perspective

ISBN 9780230245952
Publication Date February 2011
Formats Paperback Ebook 
Publisher Palgrave

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.

PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.
 
SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.

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.

Reviews

This collection represents an unusual achievement in the literature - a genuinely rich multinational set of conceptual and empirical contributions to a better understanding of the imperatives facing sales management in the tough current environment we all face. The contributions presented are individually interesting and original and together they make an outstanding contribution to moving the field forward. I have no hesitation in recommending this book to marketing and sales executives and scholars worldwide.' - Professor Nigel F Piercy, Professor of Marketing & Strategy and Associate Dean, Warwick Business School, The University of Warwick, UK.
'Considering the practical importance to business, the scarcity of sound research-based books on sales management is alarming. Guenzi and Geiger have put together a wide-ranging book based on a detailed model of sales management, ranging from strategy through structure and processes, to people management. They provide a number of case studies and models that will make the book of interest to sales academics as well as practitioners.' - Professor Lynette Ryals, Professor of Strategic Sales and Account Management, Cranfield School of Management, UK.
'Current academic and executive education still does not meet the utmost importance and variety of sales and sales management in business practice. The edited book 'Sales Management' by Paolo Guenzi and Susi Geiger with its numerous cases and latest research findings contributes to improving sales education, and furthermore serves sales managers as an important guidebook in their daily business.' - Christian Homburg, Professor of Marketing, University of Mannheim, Germany
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