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Sales Management : Strategy, Proces and Practice

Tipul înregistrării:	Text tipărit: monografic
Autor:	Cuevas, Javier Marcos
Autor alternativ:	Donaldson, Bill
Autor alternativ:	Lemmens, Régis
Responsabilitate:	Javier Marcos Cuevas, Bill Donaldson, Régis Lemmens
Editura:	Palgrave Macmillan
Locul publicării:	London
Anul Ediției:	2016
ISBN:	978-1-137-35510-2
Ediţie:	4th edition
Descriere:	314 p.; 24 cm
Limba:	Engleză
Serie:	Macmillan Education
Subiect:	Marketing - Vânzare. Desfacere. Marketing. Repartiţie
Subiect:	Management - Managementul vânzărilor
Cota topografică:	658 / C 93
Clasificare:	658.8:65.012.4
Clasificare:	65.012.4:658.8
Note conţinut (cuprins):	Part I. Strategy - p. 1
Note conţinut (cuprins):	1. The Role of Selling and its Development in the Knowledge Economy - p. 3
Note conţinut (cuprins):	2. Theories and Approaches of Professional Buying and Selling - p. 19
Note conţinut (cuprins):	3. Ethical Issues in Sales - p. 33
Note conţinut (cuprins):	4. Sales Force Organisation and Deployment - p. 47
Note conţinut (cuprins):	5. Motivation and Leadership of the Sales Force - p. 73
Note conţinut (cuprins):	Part II. Process - p. 89
Note conţinut (cuprins):	6. Professional Selling - p. 91
Note conţinut (cuprins):	7. Defining and Implementing Sales Strategies - p. 111
Note conţinut (cuprins):	8. Key Account Management - p. 127
Note conţinut (cuprins):	9. Technology and Sales - p. 153
Note conţinut (cuprins):	10. International SalesInternational Sales - p. 177
Note conţinut (cuprins):	Part III. Practice - p. 199
Note conţinut (cuprins):	11. Sales Force Recruitment and Selection - p. 201
Note conţinut (cuprins):	12. Sales Training and Development - p. 215
Note conţinut (cuprins):	13. Sales Target Setting - p. 237
Note conţinut (cuprins):	14. Sales Compensation and Rewards - p. 255
Note conţinut (cuprins):	15. Sales Performance Measurement and Monitoring - p. 269
Note conţinut (cuprins):	Case Study 1 – Sales Growth at Unilever Food Solutions - p. 287
Note conţinut (cuprins):	Case Study 2 – Longfellow Office Supplies- p. 297
Note conţinut (cuprins):	Case Study 3 – Score Group PLC- p. 301
Note conţinut (cuprins):	Case Study 4 – BNP Paribas Fortis - p. 307

658 / C 93
CUEVAS, Javier Marcos; DONALDSON, Bill; LEMMENS, Régis

Sales Management : Strategy, Proces and Practice / Javier Marcos Cuevas, Bill Donaldson, Régis Lemmens. ─ 4th edition.- London : Palgrave Macmillan, 2016
314 p. ; 24 cm. - (Macmillan Education)
Part I. Strategy - p. 1.
1. The Role of Selling and its Development in the Knowledge Economy - p. 3.
2. Theories and Approaches of Professional Buying and Selling - p. 19.
3. Ethical Issues in Sales - p. 33.
4. Sales Force Organisation and Deployment - p. 47.
5. Motivation and Leadership of the Sales Force - p. 73.
Part II. Process - p. 89 .
6. Professional Selling - p. 91.
7. Defining and Implementing Sales Strategies - p. 111.
8. Key Account Management - p. 127.
9. Technology and Sales - p. 153.
10. International SalesInternational Sales - p. 177.
Part III. Practice - p. 199.
11. Sales Force Recruitment and Selection - p. 201.
12. Sales Training and Development - p. 215.
13. Sales Target Setting - p. 237.
14. Sales Compensation and Rewards - p. 255.
15. Sales Performance Measurement and Monitoring - p. 269.
Case Study 1 – Sales Growth at Unilever Food Solutions - p. 287.
Case Study 2 – Longfellow Office Supplies- p. 297.
Case Study 3 – Score Group PLC- p. 301.
Case Study 4 – BNP Paribas Fortis - p. 307.
ISBN: 978-1-137-35510-2

CUEVAS, Javier Marcos
Donaldson, Bill
Lemmens, Régis

658.8:65.012.4
65.012.4:658.8
Marketing ─ Vânzare. Desfacere. Marketing. Repartiţie Management ─ Managementul vânzărilor

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