(eBook PDF) Advanced Sales Management Handbook and Cases – Digital Ebook – Instant Delivery Download

Product details:

• ISBN-10 ‏ : ‎ 041588652X
• ISBN-13 ‏ : ‎ 978-0415886529
• Author: Dr. Linda M. Orr

Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant will fill the need in the market for a solid case work, role play, and activity book. It has been written by sales teaching professionals and sales executives. The life experiences of professionals with varied experiences will provide students with a solid foundation for learning. This will give college professors from around the world a better opportunity to ensure quality of learning. The book is intended to be supplemental to any other sales management text on the market, but could be used alone in an advanced sales management or marketing analytics course in which the students already have the base theoretical knowledge. The various cases, role plays, and experiential exercises in this book will follow the same topical structure of other sales management texts so that any sales management instructor can readily adopt this supplemental book. For many of the cases, actual data has been given so that students are required to use and understand analytical software.

Table contents:

Chapter 1: Introduction to Sales Management

Chapter 2: Review of Professional Selling

Chapter 3: Changing Buyer Needs and the Effect on Sales Management

Chapter 4: Ethical and Legal Issues in Sales Management

Chapter 5: Sales Force Technology

Chapter 6: Sales Strategy, Organizational Integration, and Sales Processes

Chapter 7: Sales Forecasting, Quota Setting, and Budgeting

Chapter 8: Territory Design and Customer Organization

Chapter 9: Recruitment, Selection, and Continual Improvement of the Workforce

Chapter 10: Sales Leadership, Motivation, and Compensation

Chapter 11: Comprehensive Cases

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