Über den Autor
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. rnrnBill 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.rnrnRégis 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). rn
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.- PART III: SELLING AND SALES MANAGEMENT PRACTICES 11. Professional selling.- 12. Negotiation.- 13. Recruitment selection of sales professionals.- 14. Training, coaching and development.- 15. Forecast, target setting and compensation.
Professional Selling and Sales Management have become more complex and multifaceted than ever before, but also a more exciting and stimulating function and profession. rnrnSales 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.rnrnWith 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.rn
New emphasis on the practicalities of sellingrn Two completely new chapters on Key Account Management and Negotiationrn Thoroughly updated to reflect the latest thinking in selling and sales managementrn Strong pedagogy - role play activities encourage practical skillsrn Real life case studies covering a variety of industries and recognisable global companiesrn Excellent video resources including sales masterclasses, interviews with practising sales managers, and roleplay examplesrn