Sales Management: Theory and Practice - Softcover

Donaldson, Bill

 
9780333998519: Sales Management: Theory and Practice

Synopsis

Change is the one certainty. Changes in the importance of key customers, information technology and the globalization of business have had dramatic effects on sales operations over recent years. Taking into account and exploring these interesting and significant changes, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.

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About the Author

BILL DONALDSON is Research Professor of Marketing at Aberdeen Business School, The Robert Gordon University, UK. His research interests are in the management of sales operations including SFA (sales force automation) and CRM (customer relationship management).

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