Sales Management: Products and Services
Dr Jae K Shim
Sales Management is concerned with all activities, processes and decisions involved
in managing the sales function in an organization. It involves planning the selling
program and implementing and controlling the personal selling effort of the firm.
Sales management in the twenty-first century is characterized by
Innovation fuels success in selling today.
Sales effectiveness is enhanced through technology. Sales management
must be smart and nimble and provide technology-centered solutions to
support the sales effort.
Leadership is a key component in sales management success.
Sales management is a global endeavor.
Ethics underlies all selling and sales management activities.
Social media marketing comes of age.
This book is an overview of the role of the sales manager, both at headquarters and
in the field, in managing salespeople, personal selling, IT resources, and functions
of marketing. The problems of organizing, forecasting, planning, communicating,
evaluating, and controlling sales are analyzed. A variety of techniques and pertinent
concepts of behavioral science are applied to the management of the sales effort and
sales force. Key trends, such as online advertising and social media, affecting sales
organizations and sales managers today are highlighted.
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ISBN-10: 1-908287-46-2
ISBN-13: 978-1-908287-46-5
Язык книги: en
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