Sales Management: Theory and Practice

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9780333998519: Sales Management: Theory and Practice

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).

Review:

'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

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