Sales Management (Business Classics Translation Series · Marketing Series)

Author: Ralph W. Jackson, Robert D. Schilitz, translated by Li Kouqing et al.
Publisher:
Publishing Date: 2005-03-01
Features: Sales management and personal selling are two indispensable and interrelated important tasks in corporate marketing. In the 21st century, due to economic globalization 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 handling vast amounts of data. Sales personnel must respond swiftly to customer needs and issues, which requires professional salespeople to possess extensive knowledge and proficiency in applying computer technology. The authors consistently adhere to these principles in this book, providing a comprehensive and systematic exposition of the challenges faced by sales management in the new economy, as well as the concepts, knowledge, and essential skills that corporate sales management and sales personnel should possess. The main content of this book includes: Organizational buying behavior and its process; The role of communication in sales work; Sales incentives and sales management; Ethical and legal issues in the sales profession; The process, steps, and methods of personal selling; The organization of salespeople; Recruitment, training, and sales team management of sales personnel; Sales forecasting and the formulation of sales goals and targets; Compensation for sales personnel and the evaluation and assessment of sales leaders.