Sales Management : Strategy, Process and Practice

Cuevas, Javier Marcos; Donaldson, Bill; Lemmens, Regis

ISBN 10: 1137355107 / ISBN 13: 9781137355102

Published by Red Globe Press, 2016

About this Item

Unread book in perfect condition. Seller Inventory # 24548340

Bibliographic Details

Title: Sales Management : Strategy, Process and ...

Publisher: Red Globe Press

Publication Date: 2016

Binding: Soft cover

Condition: As New

Edition: 4th Edition

About this title

Synopsis:

Selling and Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real life case studies, the 4th edition also includes new chapters on Key Account Management and Negotiation, and fully updated coverage of technology and sales.

About the Author:

Javier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School. His main areas of expertise and research are Professional Selling and Sales Management, Executive Education and Organizational Development. He has designed and delivered programmes globally and has also co-authored with Regis and Bill the book From Selling to Co-creating (BIS Publishers, 2014) and numerous academic and practitioner oriented articles and reports. Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, Aberdeen. His research interests are in selling, customer relationships and the management of sales operations. Regis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Management School, Solvay Business school), the Netherlands (Tias Business School) and in the UK (Cranfield School of Management).