Sales Management: Strategy, Process and Practice

This is a core textbook that provides a practical and comprehensive introduction to selling and sales management.Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors� invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts��Strategy�, �Process� and �Practice��it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. Additional ISBNs 978-1-137-35512-6, 9781137355102, 1137355107Sales Management Strategy, Process and Practice 4th Edition by Bill Donaldson; Javier Marcos Cuevas; R�gis Lemmens and Publisher Red Globe Press. ISBN: 9781137355126, 1137355123. The print version of this textbook is ISBN: 9781137355126, 1137355123.