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Macmillan Higher Education Palgrave Higher Education

Sales Management

Strategy, Process and Practice

Edition 4th Edition
ISBN 9781137355126
Publication Date September 2017
Formats Ebook Paperback 
Publisher Palgrave

Professional Selling and Sales Management have become more complex and multifaceted than ever before, but also a more exciting and stimulating function and profession.

Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fully updated and revised fourth edition of this highly successful text includes new chapters on Defining and Implementing Sales Strategies and Key Account Management. The book features an increased emphasis on the practical approaches to Professional Selling and extensive up-to-date coverage of Motivation and Leadership of the Sales Force, Technology, Sales Training and Sales Performance.

With a wealth of international examples, it contains a unique combination of academic rigor and practical focus, based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. It is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.

Javier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School. His main areas of expertise and research are Professional Selling and Sales Management, Executive Education and Organizational Development. He has designed and delivered programmes globally and has also co-authored with Regis and Bill the book From Selling to Co-creating (BIS Publishers, 2014) and numerous academic and practitioner oriented articles and reports.

Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, Aberdeen. His research interests are in selling, customer relationships and the management of sales operations.

Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Management School, Solvay Business school), the Netherlands (Tias Business School) and in the UK (Cranfield School of Management).

PART I: PRINCIPLES OF SALES MANAGEMENT 1. The role of selling and its development in the knowledge economy
2. Theories of buying and selling
3. Types of selling
4. Sales force organisation and deployment
5. Sales Leadership
PART II: KEY PROCESSES IN SALES MANAGEMENT 6. Defining and implementing sales strategies
7. Selling in international markets
8. Key Account Management
9. Sales technology
10. Measuring sales performance
12. Negotiation
13. Recruitment selection of sales professionals
14. Training, coaching and development
15. Forecast, target setting and compensation.


A must-have book for students of sales management, lecturers and aspiring sales managers.' - Peter Williams, Leeds Business School, Leeds Metropolitan University, UK
'Professor Bill Donaldson, as always, offers a unique insight into selling and sales management. This book is a valuable resource for practitioners and students alike.' - Dr Ken Le Meunier-FitzHugh, Birkbeck University of London, UK
'This robust text describes the frameworks, principles and activities that underpin successful Sales Management today. Particularly welcome are the links to industry via case studies and observations of what sales organisations really do.' - Tim Royds, Director, Highclere Sales Training and Consultancy
'Professor Donaldson's updated text is a must for students on any marketing and management course. The principles of sales and marketing combined with excellent examples make this text an invaluable study guide.' - Pauline A M Bremner, Aberdeen Business School, Robert Gordon University, UK
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