2016•Medical Entomology and ZoologyOpen access

Sales management : strategy, process and practice

Bill Donaldson, Javier Marcos Cuevas, Régis Lemmens

Abstract

PART I: PRINCIPLES OF SALES MANAGEMENT 1. The role of selling and its development in the knowledge economy 2. Theories of buying and selling 3. Types of selling 4. Sales force organisation and deployment 5. Sales Leadership PART II: KEY PROCESSES IN SALES MANAGEMENT 6. Defining and implementing sales strategies 7. Selling in international markets 8. Key Account Management 9. Sales technology 10. Measuring sales performance PART III: SELLING AND SALES MANAGEMENT PRACTICES 11. Professional selling 12. Negotiation 13. Recruitment selection of sales professionals 14. Training, coaching and development 15. Forecast, target setting and compensation

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Key concepts: Sales management, Business, Sales and operations planning, Marketing, Negotiation, Key (lock), Coaching, Sales journal