Sales Management » (8th Edition)

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Booknews

A text on sales management for marketing students, focusing on the activities of first-line field sales managers. After material on how salespeople interact with customers and prospects, coverage includes developing the selling function, sales goals and structure, building a sales program, and leading the sales force. Special emphasis is placed on current issues of managing strategic account relationships, team development, workforce diversity, salesforce automation, and ethics. Learning aids include chapter summaries, key terms, review questions, problems, and brief and detailed case studies, plus boxed readings, in-class exercises, and discussions on getting a job in sales. The length of this sixth edition has been shortened to make it easier to use. Annotation c. by Book News, Inc., Portland, Or.