Sales Management (Paperback, 3rd Edition)

The third edition of the highly successful Sales Management focuses on the requirements of sales management in the twenty-first century.

It offers the latest on the role of information technology and incorporates environmental factors and their impact on sales management. Key topics are the globalisation of markets, the strategic role of sales, relationship management, sales management planning, forecasting market demand and sales budgeting. This edition includes chapters on personal selling and new challenges in global selling.

The book tackles the organisation of the sales effort through sales force planning, recruitment and selection. There are practical chapters on sales training and development, compensation and incentives and the role of information in sales management.