Sales Management

Author: Ralph W. Jackson
Publisher:
Publish Date: 2002-02-01
Features: This book provides forward-thinking concepts, extensive knowledge, practical skills, and numerous case studies for students and faculty in business management and marketing, as well as managers and researchers in related fields. It is characterized by clear perspectives, broad vision, well-structured content, logical organization, rich information, realistic case studies, and strong applicability, making it a highly popular sales management textbook internationally. Sales management and personal selling are two inseparable and interrelated key components of corporate marketing. In the 21st century, with the globalization of the economy and the rapid development of information technology, the continuous expansion of new markets has brought unprecedented changes to sales behavior, while also accelerating the speed of information transmission and the nature of access to vast amounts of data. Sales personnel must respond swiftly to customer needs and issues, which requires them to possess extensive knowledge and proficiency in computer technology. The author consistently emphasizes these principles in the book, presenting a comprehensive and systematic discussion of the challenges faced by sales management in the new economy, as well as the concepts, knowledge, and fundamental skills that corporate sales management and sales personnel should possess. The main content of the book includes: Organizational buying behavior and its process; The role of communication in sales; Sales incentives and sales management; Ethical and legal issues in the sales profession; The process, steps, and methods of personal selling; Salesperson organization; Recruiting, training, and sales team management; Sales forecasting, sales goal setting, and targets; Salesperson compensation and performance evaluation.