MTU Library Catalogue

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Sales management : theory and practice / Bill Donaldson.

By: Donaldson, Bill, 1948-.
Material type: materialTypeLabelBookPublisher: London : MacMillan, 1998Edition: 2nd ed.Description: xix, 378 p. ; 25 cm. + pbk.Content type: text Media type: unmediated Carrier type: volumeISBN: 0333710444 ; 0333710436 ; 9780333710449; 9780333710432.Subject(s): Sales management | Business and Management | Sales & marketing managementDDC classification: 658.81 | 658.81 DON
Contents:
Part I: Sales management in a marketing context -- The role of selling and sales management in marketing -- Types of selling -- Characteristics of salespeople -- Theories of buying and selling -- Buyer-seller interaction and relationship selling -- Part II: The organisation of selling effort -- Information technology, database marketing and sales information systems -- Sales forecasting and budgeting -- Choices in salesforce organisation -- Territory management -- Setting sales targets -- Selling in international markets -- Part III: Management of the salesforce -- Recruitment and selection -- Training -- Leadership and supervision -- Remuneration -- Motivation -- Evaluation and control -- Ethics in sales and sales management.
Summary: Incorporating several important changes in both the theory and practice of sales management, this work's coverage includes more emphasis on managing sales operations than on the management of sales personnel.
Holdings
Item type Current library Call number Copy number Status Barcode
General lending MTU Bishopstown Library Lending 658.81 (Browse shelf(Opens below)) 1 Available 00179428
General lending MTU Bishopstown Library Lending 658.81 (Browse shelf(Opens below)) 1 Available 00099703
General lending MTU Bishopstown Library Lending 658.81 (Browse shelf(Opens below)) 1 Available 00074324
General lending MTU Bishopstown Library Lending 658.81 (Browse shelf(Opens below)) 1 Available 00082379
General lending MTU Bishopstown Library Lending 658.81 (Browse shelf(Opens below)) 1 Available 00075331
General lending MTU Kerry North Campus Library First Floor Main 658.81 DON (Browse shelf(Opens below)) 1 Available 38888000450167
Total holds: 0

Enhanced descriptions from Syndetics:

This edition incorporates several changes occurring in both the theory and practice of sales management. Included in the book are issues which consider appropriate organizational responses to changing markets and competition, such as key account selling, direct marketing and telesales.

Previous ed.: 1990.

Previous ed.: 1990.

Includes bibliographical references (pages 358-371) and index.

Part I: Sales management in a marketing context -- The role of selling and sales management in marketing -- Types of selling -- Characteristics of salespeople -- Theories of buying and selling -- Buyer-seller interaction and relationship selling -- Part II: The organisation of selling effort -- Information technology, database marketing and sales information systems -- Sales forecasting and budgeting -- Choices in salesforce organisation -- Territory management -- Setting sales targets -- Selling in international markets -- Part III: Management of the salesforce -- Recruitment and selection -- Training -- Leadership and supervision -- Remuneration -- Motivation -- Evaluation and control -- Ethics in sales and sales management.

Incorporating several important changes in both the theory and practice of sales management, this work's coverage includes more emphasis on managing sales operations than on the management of sales personnel.