This is an exciting time to be in sales management. Sales managers must look both ways — to the competitive environment and to the customer marketplace — to see the important changes that are impacting selling and sales management today, and they must constantly operate in an environment of change and development.
Set in a discussion of the nature of sales management in Canada today, this textbook explores the role and responsibilities of the sales manager in light of the changing sales environment, the competencies needed for sales management success, and the strategy planning process within organizations. The three interrelated processes that sales managers are responsible for are also discussed: developing, implementing, and evaluating the strategic sales program.
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Dr. MacKenzie is currently an Associate Professor of Marketing and Chair, Marketing, International Business, and Strategy at Brock University, St. Catharines, Ontario. He has taught in the undergraduate, graduate, and executive education programs at universities in Canada, Europe, and the Middle East, and has been consulting to both private- and public-sector businesses since 1985. He has more than 15 years of industrial sales and sales management experience, and has published many cases, conference proceedings, and articles in the areas of sales management, buyer-seller relationships, and distribution channel management. He has authored and co-authored textbooks on personal selling, sales management, and marketing, and has edited three Canadian marketing casebooks. He has been recognized by his students in recent years: Professor of the Year, Marketing Professor of the Year, and twice with the Faculty of Business Faculty Award of Excellence.
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Book Description Pearson Education Canada, 2007. Paperback. Book Condition: New. Ships Fast! Satisfaction Guaranteed!. Bookseller Inventory # mon0000490273
Book Description Pearson Education Canada, 2007. Paperback. Book Condition: New. Bookseller Inventory # P110131189891