This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. New to this Edition: - New chapters on Defining and Implementing Sales Strategies and Key Account Management - New case studies, vignettes, questions for reflection and statistics added throughout the text - An increased emphasis on the practical approaches to professional selling - Insightful interviews with sales professionals sharing their experience and insights at the end of some chapters
A groundbreaking book that identifies the current and future trends in sales, based on more than one hundred interviews with senior sales executives and sales experts from the corporate industry and academia across central Europe, the United Kingdom, and the United States. This book poses the question: What if there was a way that sales forces could help their organization to stay ahead of the competition and innovate? Many organizations featured in this book find ways to do just that. Learn more about their practices, methods, and how they prepare themselves for the future. Includes a visual framework, cases, and tools to use in your own organization.
Text for TAFE students of module ITF408 of the National Information Technology Curriculum. Covers advanced functions of Microsoft Word 97 and shows how to create a set of merged documents and use formatting commands for columns, indexes, contents pages and cross-referencing. Includes activities, a glossary and an index.
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