Sales Management : Analysis and Decision Making

This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organisations. The authors teach sales management courses, and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes coverage of the current trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.