1990•University of Maribor digital library (University of Maribor)Open access

Sales Management: Theory and Practice

Bill Donaldson

Abstract

Part 1 Sales management in a marketing context: the role of selling and sales management types of selling characteristics of salespeople buyer-seller interaction. Part 2 The organisation of selling effort: information for sales operations choices in sales force organisation territory management setting sales targets. Part 3 Management of the sales force: recruitment and selection training leadership and supervision remuneration motivation evaluation and control.

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Available abstract

Key concepts: Sales management, Business, Remuneration, Marketing, Context (archaeology), Sales force, Personal selling, Control (management)