Sales Management by Bill Donaldson

Sales Management by Bill Donaldson

Selling and Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real life case studies, the 4th edition also includes new chapters on Key Account Management and Negotiation, and fully updated coverage of technology and sales.

"A must-have book for students of sales management, lecturers and aspiring sales managers" - Peter Williams, Leeds Business School, Leeds Metropolitan University, UK "Professor Bill Donaldson, as always, offers a unique insight into selling and sales management. This book is a valuable resource for practitioners and students alike." - Dr Ken Le Meunier-FitzHugh, Birkbeck University of London, UK "This robust text describes the frameworks, principles and activities that underpin successful Sales Management today. Particularly welcome are the links to industry via case studies and observations of what sales organisations really do." - Tim Royds, Director, Highclere Sales Training and Consultancy "Professor Donaldson's updated text is a must for students on any marketing and management course. The principles of sales and marketing combined with excellent examples make this text an invaluable study guide." - Pauline A M Bremner, Aberdeen Business School, Robert Gordon University, UK

Javier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School. His main areas of expertise and research are Professional Selling and Sales Management, Executive Education and Organizational Development. He has designed and delivered programmes globally and has also co-authored with Regis and Bill the book From Selling to Co-creating (BIS Publishers, 2014) and numerous academic and practitioner oriented articles and reports.

Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, Aberdeen. His research interests are in selling, customer relationships and the management of sales operations.

Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Management School, Solvay Business school), the Netherlands (Tias Business School) and in the UK (Cranfield School of Management).

SKU	Unavailable
ISBN 13	9781137355102
ISBN 10	1137355107
Title	Sales Management
Author	Bill Donaldson
Condition	Unavailable
Binding Type	Paperback
Publisher	Bloomsbury Publishing PLC
Year published	2015-12-21
Number of pages	328
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.