The 3rdedition of the highly successful Sales Management focuses on the requirements of sales management in the 21stcentury. It offers the latest on the role of information technology, and incorporates environmental factors and their impact on sales management.
Key topics discussed 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. Sales Management 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.
About the authors
Brian Connett is Professor of Marketing at California State University in Northridge USA, and was the first Director of Academic Development at the Institute of Marketing Management (IMM), South Africa.
Russell Abratt is Professor of Marketing at Nova Southeastern University in Florida USA, and Professor of Marketing (part time) at Wits Business School, University of the Witwatersrand, South Africa. He is a consultant to many companies and has published widely in international journals.
Michael Cant is Professor and Chair of the Marketing and Retail Department at the University of South Africa. He is editor of the international Retail and Marketing Review, and previously held the Massmart Chair in Retail Management.
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