All Formats & Editions

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team... Read Full Overview

The authors not only provide students with the basics of sales management and what is involved in personal selling but also make it practical and interesting as well. Each chapter begins with short vignettes and features role-playing exercises to challenge and motivate pupils... Read Full Overview

Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing... Read Full Overview

Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing... Read Full Overview